1. An introduction to business-to-business -- 2. Characteristics of business-to-business markets -- 3. Developing business relationships -- 4. Analysing business-to-business industry networks -- 5. Networks and innovation -- 6. Networks and international market entry -- 7. Networks, early internationalization and the role of the entrepreneur -- 8. Implementing a relationship perspective
Summary
Contemporary business-to-business (B2B) industries consist of networks of customers, competitors and other stakeholders. Firms which manage their relationships with these important stakeholders are more likely to enjoy a sustained competitive advantage in the international business environment. This book is the first to provide a comprehensive overview of the field from a broad and accessible perspective. The authors bring an authoritative, scholarly understanding to the subject, taking readers through the entire process of creating, developing and maintaining B2B networks. Case stud
