03501nam 2200637Ia 450 991081165090332120200520144314.0(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)99267000000040205720130801d2013 uy 0engurun|||||||||txtccrDeep knowledge of B2B relationships within and across borders /Arch G Woodside, Roger Baxter editors1st ed.Bradford Emerald Group Publishing Limited20131 online resource (390 p.)Advances in Business Marketing and Purchasing ;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 networksElectronic commerceMarketingSocial aspectsStrategic alliances (Business)Business networks.Electronic commerce.MarketingSocial aspects.Strategic alliances (Business)658.049Woodside Arch G107304Baxter Roger1754447MiAaPQMiAaPQMiAaPQBOOK9910811650903321Deep knowledge of B2B relationships within and across borders4190806UNINA