Deep knowledge of B2B relationships within and across borders [[electronic resource] /] / Arch G Woodside, Roger Baxter editors

• Record Nr.: UNINA9910463788703321
• Pubbl/distr/stampa: Bradford, : Emerald Group Publishing Limited, 2013
• Descrizione fisica: 1 online resource (390 p.)
• Collana: Advances in Business Marketing and Purchasing ; ; v.20
• Altri autori (Persone): WoodsideArch G; BaxterRoger
• Disciplina: 658.049
• Soggetti: Business networks; Electronic commerce; Marketing - Social aspects; Strategic alliances (Business); Electronic books.
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: Description based upon print version of record.
• Nota di contenuto: FRONT COVER; DEEP KNOWLEDGE OF B2B RELATIONSHIPS WITHIN AND ACROSS BORDERS; COPYRIGHT PAGE; CONTENTS; LIST OF CONTRIBUTORS; PREFACE; THE IMPACT OF NATIONAL CULTURE ON WESTERN INDUSTRIAL BUYER-SELLER RELATIONAL PROCESS MODELS; INTRODUCTION; APPROACHES FOR MODELING THE INDUSTRIAL BUYER-SELLER RELATIONAL PROCESS; APPLYING THEORY INTO PRACTICE: CASE RELATIONSHIP DRAGON; CONCLUSIONS; ACKNOWLEDGMENTS; REFERENCES; DEVELOPING GUANXI RELATIONS; CONTEXTUAL SETTING: CHINA AND GUANXI; APPLYING THEORY INTO PRACTICE: CASE RELATIONSHIP RED BIRD; CONCLUSIONS; ACKNOWLEDGMENTS; REFERENCES; THE DEVELOPMENT OF INDUSTRIAL BUYER-SELLER RELATIONS IN A CHINESE CONTEXTINTRODUCTION; EASTERN AND WESTERN RELATIONSHIPS AND CURRENT RELATIONAL PROCESS MODELS; VERIFYING THE INTERCULTURAL RELATIONAL PROCESS MODEL THROUGH CASE RELATIONSHIPS; THE DEVELOPMENT OF INDUSTRIAL BUYER-SELLER RELATIONSHIPS IN A CHINESE CONTEXT; CONCLUSIONS; ACKNOWLEDGMENTS; REFERENCES; ADAPTATION IN BUSINESS ; CONTEXTS: WORKING TRIADIC RELATIONSHIPS; INTRODUCTION; ADAPTATION IN TRIADIC RELATIONSHIP SETTINGS; RESEARCH DESIGN AND METHOD; ADAPTATION IN TRIADIC RELATIONSHIP SETTINGS IN CORPORATE TRAVEL MANAGEMENT; CONCLUDING DISCUSSIONREFERENCES; HOW DO MANAGERS SEE IT? CAPTURING PRACTITIONER THEORIES VIA NETWORK PICTURES; INTRODUCTION; A BRIEF INTRODUCTION TO THE IMP GROUP TRADITION; NETWORK PICTURES AS THE PICTURING BY ACTORS OF THE BUSINESS NETWORK; NETWORK PICTURES AS A RESEARCH TOOL; PREVIOUS RESEARCH ON NETWORK PICTURES; RESEARCH DESIGN AND METHOD; MAIN FINDINGS AND DISCUSSION; DISCUSSION AND CONCLUSION; REFERENCES; APPENDIX: TEMPLATE OF THE GUIDE USED FOR THE DATA COLLECTION (IN RAMOS & FORD, 2011)
• Sommario/riassunto: Relationships of individual and groups among three-plus firms represent the cornerstone concept in business-to-business (B2B) contexts. The three-plus firms include manufacturer-supplier to manufacturer-customer to distributor-customer, and facilitators (e.g., transportation and management consulting firms). The common thread of the five papers in this volume is that making sense and achieving deep knowledge of three-plus B2B relationships are necessary antecedents for achieving high operating effectiveness, high (on-time) efficiency, and sustaining profits for each firm in these relationships