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

• Record Nr.: UNINA9910787324803321
• Pubbl/distr/stampa: Bradford, : Emerald Group Publishing Limited, 2013
• Descrizione fisica: 1 online resource (390 p.)
• Collana: Advances in business marketing and purchasing, , 1069-0964 ; ; v. 20
• Altri autori (Persone): WoodsideArch G; BaxterRoger <1944->
• Disciplina: 658.049
• Soggetti: Business & Economics - Marketing - Industrial; Business & Economics - Purchasing & Buying; International business; Sales & marketing management; Business networks; Industrial management; International business enterprises - Management
• Lingua di pubblicazione: Inglese
• Formato: Materiale a stampa
• Livello bibliografico: Monografia
• Note generali: Includes index.
• Nota di contenuto: The impact of national culture on western industrial buyer-seller relational process models / Anna Kaunonen -- Developing Guanxi relations / Anna Kaunonen -- The development of industrial buyer-seller relations in a Chinese context / Anna Kaunonen -- Adaptation in business contexts : working triadic relationships / Holma Anne-Maria -- How do managers see it? Capturing practitioner theories via network pictures / Carla Ramos, David Ford.
• 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. As the titles of the five papers imply, reading the volume provides deep insights into the specifics of how high performing three-plus B2B relationships influences these three major objectives of the firm : National cultures? Impacts on Western industrial buyer-seller relational process models; Developing Guanxi relations; Industrial buyer-seller relations in a Chinese context; Adaptation in business contexts; Working triadic relationships; How do managers see it? Capturing practitioner theories via network pictures.