LEADER 04263nam 2200649Ia 450 001 9910463788703321 005 20200520144314.0 035 $a(CKB)2670000000402057 035 $a(EBL)1325127 035 $a(OCoLC)854977519 035 $a(SSID)ssj0000970976 035 $a(PQKBManifestationID)11624327 035 $a(PQKBTitleCode)TC0000970976 035 $a(PQKBWorkID)10929382 035 $a(PQKB)10968687 035 $a(MiAaPQ)EBC1325127 035 $a(Au-PeEL)EBL1325127 035 $a(CaPaEBR)ebr10739172 035 $a(CaONFJC)MIL506086 035 $a(EXLCZ)992670000000402057 100 $a20130801d2013 uy 0 101 0 $aeng 135 $aur|n|---||||| 181 $ctxt 182 $cc 183 $acr 200 00$aDeep knowledge of B2B relationships within and across borders$b[electronic resource] /$fArch G Woodside, Roger Baxter editors 210 $aBradford $cEmerald Group Publishing Limited$d2013 215 $a1 online resource (390 p.) 225 1 $aAdvances in Business Marketing and Purchasing ;$vv.20 300 $aDescription based upon print version of record. 311 $a1-78190-859-1 311 $a1-78190-858-3 327 $aFRONT 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 327 $aTHE 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 327 $aCONCLUDING 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) 330 $aRelationships of individual and groups among three-plus firms represent the cornerstone concept in business-to-business (B2B) contexts. The three-plus firms include manufacturer-supplier to manufacturer-customer to distributor-customer, and facilitators (e.g., transportation and management consulting firms). The common thread of the five papers in this volume is that making sense and achieving deep knowledge of three-plus B2B relationships are necessary antecedents for achieving high operating effectiveness, high (on-time) efficiency, and sustaining profits for each firm in these relationships 410 0$aAdvances in business marketing & purchasing ;$vv. 20. 606 $aBusiness networks 606 $aElectronic commerce 606 $aMarketing$xSocial aspects 606 $aStrategic alliances (Business) 608 $aElectronic books. 615 0$aBusiness networks. 615 0$aElectronic commerce. 615 0$aMarketing$xSocial aspects. 615 0$aStrategic alliances (Business) 676 $a658.049 701 $aWoodside$b Arch G$0107304 701 $aBaxter$b Roger$0990167 801 0$bMiAaPQ 801 1$bMiAaPQ 801 2$bMiAaPQ 906 $aBOOK 912 $a9910463788703321 996 $aDeep knowledge of B2B relationships within and across borders$92264842 997 $aUNINA