| Description |
pages cm |
| Contents |
1. Current Approaches to the Analysis of Business Relationships -- 2. Power, Leverage and the Strategic Purposes of Business Relationships -- 3. The Operational Means for Successful Business Relationship Management -- 4. A Framework for the Alignment of Buyer and Supplier Relationships -- 5. Cases in Aligned Buyer and Supplier Relationship Management -- 6. Cases in Misaligned and Sub-Optimal Buyer and Supplier Relationship Management -- 7. Cases in Dysfunctional Buyer and Supplier Relationship Management -- 8. A Way Forward for Managers |
| Summary |
Buyers seek to manage suppliers and sellers look for good customers, but how can buyers and sellers align their relationships effectively? This new book provides an overview of the dominant schools of thought about how buyers and sellers can manage their relationships appropriately. These include purchasing portfolio analysis, transaction cost economics, lean and agile supply chain management, customer account management and the resource-based school. The authors reject each of these schools as one-dimensional and advocate instead a holistic approach grounded in the IMP, Power and Relationships Portfolio Mapping approaches. Eighteen cases demonstrate how business relationships can be aligned appropriately and inappropriately using this new approach |
| Bibliography |
Includes bibliographical references and index |
| Subject |
Business logistics.
|
|
Industrial procurement.
|
|
Supply and demand.
|
|
Business logistics -- Case studies.
|
|
Industrial procurement -- Case studies.
|
|
Supply and demand -- Case studies.
|
| Genre/Form |
Case studies.
|
|
Case studies.
|
| Author |
Cox, Andrew W.
|
| LC no. |
2003061155 |
| ISBN |
1403919046 cloth |
|
