03946nam 2200685Ia 450 991078732480332120131002112725.0(CKB)2670000000402057(EBL)1325127(OCoLC)854977519(SSID)ssj0000970976(PQKBManifestationID)11624327(PQKBTitleCode)TC0000970976(PQKBWorkID)10929382(PQKB)10968687(MiAaPQ)EBC1325127(Au-PeEL)EBL1325127(CaPaEBR)ebr10739172(CaONFJC)MIL506086(UtOrBLW)bslw09145081(EXLCZ)99267000000040205720131002d2013 uy 0engurun|||||||||txtccrDeep knowledge of B2B relationships within and across borders[electronic resource] /edited by Arch G. Woodside, Roger BaxterBradford Emerald Group Publishing Limited20131 online resource (390 p.)Advances in business marketing and purchasing,1069-0964 ;v. 20Includes index.1-78190-859-1 1-78190-858-3 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.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.Advances in business marketing & purchasing ;v. 20.Business & EconomicsMarketingIndustrialbisacshBusiness & EconomicsPurchasing & BuyingbisacshInternational businessbicsscSales & marketing managementbicsscBusiness networksIndustrial managementCross-cultural studiesInternational business enterprisesManagementCross-cultural studiesBusiness & EconomicsMarketingIndustrial.Business & EconomicsPurchasing & Buying.International business.Sales & marketing management.Business networks.Industrial managementInternational business enterprisesManagement658.049Woodside Arch G107304Baxter Roger1944-1581336UtOrBLWUtOrBLWBOOK9910787324803321Deep knowledge of B2B relationships within and across borders3862822UNINA