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101 0 $aeng
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183   $acr
200 00$aDeep knowledge of B2B relationships within and across borders$b[electronic resource] /$fedited by Arch G. Woodside, Roger Baxter
210   $aBradford $cEmerald Group Publishing Limited$d2013
215   $a1 online resource (390 p.)
225 1 $aAdvances in business marketing and purchasing,$x1069-0964 ;$vv. 20
300   $aIncludes index.
311   $a1-78190-859-1 
311   $a1-78190-858-3 
327   $aThe 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.
330   $aRelationships of individual and groups among three-plus firms represent the cornerstone concept in business-to-business (B2B) contexts.  The three-plus firms include manufacturer-supplier to manufacturer-customer to distributor-customer, and facilitators (e.g., transportation and management consulting firms).  The common thread of the five papers in this volume is that making sense and achieving deep knowledge of three-plus B2B relationships are necessary antecedents for achieving high operating effectiveness, high (on-time) efficiency, and sustaining profits for each firm in these relationships. As the titles of the five papers imply, reading the volume provides deep insights into the specifics of how high performing three-plus B2B relationships influences these three major objectives of the firm : National cultures? Impacts on Western industrial buyer-seller relational process models; Developing Guanxi relations; Industrial buyer-seller relations in a Chinese context; Adaptation in business contexts; Working triadic relationships; How do managers see it? Capturing practitioner theories via network pictures.
410  0$aAdvances in business marketing & purchasing ;$vv. 20.
606   $aBusiness & Economics$xMarketing$xIndustrial$2bisacsh
606   $aBusiness & Economics$xPurchasing & Buying$2bisacsh
606   $aInternational business$2bicssc
606   $aSales & marketing management$2bicssc
606   $aBusiness networks
606   $aIndustrial management$vCross-cultural studies
606   $aInternational business enterprises$xManagement$vCross-cultural studies
615  7$aBusiness & Economics$xMarketing$xIndustrial.
615  7$aBusiness & Economics$xPurchasing & Buying.
615  7$aInternational business.
615  7$aSales & marketing management.
615  0$aBusiness networks.
615  0$aIndustrial management
615  0$aInternational business enterprises$xManagement
676   $a658.049
701   $aWoodside$b Arch G$0107304
701   $aBaxter$b Roger$f1944-$01581336
801  0$bUtOrBLW
801  1$bUtOrBLW
906   $aBOOK
912   $a9910787324803321
996   $aDeep knowledge of B2B relationships within and across borders$93862822
997   $aUNINA