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Customer-supplier Relationships in B2b: An Interaction Perspective on Actors in Business Networks - Couverture rigide

La Rocca, Antonella

 
9783030409920: Customer-supplier Relationships in B2b: An Interaction Perspective on Actors in Business Networks
Couverture rigide
ISBN 10 : 3030409929 ISBN 13 : 9783030409920
Editeur : Springer Nature Switzerland AG, 2020

Synopsis

This book explores customer-supplier relationships in B2B markets focusing on interaction between parties. Drawing on three fields of research - studies of relationships in marketing, social interactionism in sociology, and sense-making in social psychology - the author explores the concepts and roles of actors in business relationships and how the behaviour of actors within an interaction affects the development of those relationships.

Based on a review of prior research and an original empirical study, the author argues that the presence of continuous close relationships between the customer and supplier organisations bestows features of a business network on B2B markets, with distinct interdependencies and ubiquitous interactions. Exploring buyer-seller interactions, the author contends that actors' mutually perceived identities - continuously emergent and relationship-specific - are the main factor in the development of business relationships and discusses the implicationsfor management practice and research.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

À propos de l'auteur

Antonella La Rocca is Associate Professor at Rennes School of Business, France, where she teaches B2B marketing. She is an Associate Editor of the Journal of Business and Industrial Marketing and on the board of the Association for Key Account Management. Her main research interests are innovation, entrepreneurship, and sales in business markets. She has co-edited volumes on innovation in healthcare and new business venturing, and is the author of several publications in Industrial Marketing Management, Management Decision and the IMP Journal.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
Springer Nature Switzerland AG
Date d'édition
2020
Langue
anglais
ISBN 10 
3030409929
ISBN 13 
9783030409920
Reliure
Relié
Nombre de pages
218
Coordonnées du fabricant
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Autres éditions populaires du même titre

9783030409951: Customer-Supplier Relationships in B2B: An Interaction Perspective on Actors in Business Networks

Edition présentée

ISBN 10 :  3030409953 ISBN 13 :  9783030409951
Editeur : Palgrave Macmillan, 2021
Couverture souple