Managing business relationships
著者
書誌事項
Managing business relationships
John Wiley & Sons, c1998
大学図書館所蔵 全9件
  青森
  岩手
  宮城
  秋田
  山形
  福島
  茨城
  栃木
  群馬
  埼玉
  千葉
  東京
  神奈川
  新潟
  富山
  石川
  福井
  山梨
  長野
  岐阜
  静岡
  愛知
  三重
  滋賀
  京都
  大阪
  兵庫
  奈良
  和歌山
  鳥取
  島根
  岡山
  広島
  山口
  徳島
  香川
  愛媛
  高知
  福岡
  佐賀
  長崎
  熊本
  大分
  宮崎
  鹿児島
  沖縄
  韓国
  中国
  タイ
  イギリス
  ドイツ
  スイス
  フランス
  ベルギー
  オランダ
  スウェーデン
  ノルウェー
  アメリカ
注記
"IMP Group"--Cover
Includes bibliographical references and index
内容説明・目次
内容説明
The aim of this book is to encapsulate the research and understanding of the authors about the problems of companies operating in business markets, in a form that will excite the interest and assist the "thinking manager" and the current MBA student. The authors are all members of the IMP (Industrial Marketing and Purchasing) Group and have carried out a number of wide-ranging studies into the complex problems that companies have in managing their relationships with customers, suppliers and other partners in the business markets. Managing Business Relationship will provide the reader with a better understanding of the reality of business markets and the nature of strategy in these markets.
目次
Preface Chapter 1 Making Sense of Business Markets 1.1 Introduction 1.2 Interaction and Relationships 1.3 The Realities of Business Markets 1.4 Interdependence and Networks 1.5 Conclusions: Relationships, Portfolios and Networks Chapter 2 How Companies Relate To Each Other 2.1 Introduction 2.2 Problems, Uncertainties and Solutions 2.3 Change and Development of Buyer-Seller Relationships 2.4 The Pre-Relationship Stage 2.5 The Exploratory Stage 2.6 The Developing Stage 2.7 The Stable Stage 2.8 Movement Between Different Relationship Stages 2.9 Conclusions: The Task of Managing Relationships Chapter 3 The Nature of Management In Business Markets 3.1 Introduction 3.2 The Substance of Buyer-Seller Relationships 3.3 A Relationship View of The Company 3.4 Managing In This Complex World 3.5 Conclusions: Relationships As A Way To Reduce Complexity Chapter 4 The Idea of Strategy In Business Markets 4.1 Introduction 4.2 Strange Management and Business Relationships 4.3 What Relationships Mean For Strategy In Business Markets 4.4 Conclusions: Complexity In Strategy Chapter 5 Developing Strategy In Business Markets 5.1 Introduction: Strategic Choice 5.2 Consumer Portfolio 5.3 Consumer Value 5.4 Organisation For Effectiveness And Efficiency 5.5 Strategic Success 5.6 The Strategy Development Process 5.7 Conclusions: Strategy Development in Business Markets Chapter 6 Managing Relationships With Suppliers 6.1 A Starting Point: Changes In Supply 6.2 Analysing Supplier Relationships 6.3 Managing Supplier-Relationships and Supply Strategy 6.4 The Dimensions of Supply Strategy 6.5 The Scope of Supplies 6.6 The Posture of Supplier Relationships 6.7 The Structure of The Supply Base 6.8 Conclusions: Making The Most of Supplier Relationships Chapter 7 Managing Customer Relationships 7.1 Introduction 7.2 The Basis of Customer Relationships 7.3 The Dimensions of Customer Relationships 7.4 The Scope of Customer Relationships 7.5 The Posture of Customer Relationships 7.6 The Structure of Customer Relationships 7.7 Pricing In Relationships 7.8 Conclusions: Business Relationships Chapter 8 Distribution Relationships 8.1 Introduction 8.2 The Nature of Distribution Networks 8.3 Distribution Relationship Choices 8.4 Managing Relationships in Distribution 8.5 Evolution in Distribution 8.6 Conclusions: Distribution From A Network Perspective Chapter 9 Relationships and Technology 9.1 Introduction 9.2 Alternative Pictures of Technological Development 9.3 Technology and Companies 9.4 Technological Development in Business Networks 9.5 The Technological Content of Business Relationships 9.6 The Influence of Technological Development on Relationships 9.7 Bringing Relationships and Technology Together 9.8 KM 7: From Failure To Success 9.9 Creating Economic Value From Technology 9.10 Relationships As Multidimensional Links 9.11 Conclusions: The Technology Interface Chapter 10 Managing Business Relationships 10.1 So What Does It All Mean 10.2 A View of Managing Business Relationships 10.3 A View of Markets and Networks 10.4 A View of Technology 10.5 A View of The Company 10.6 A View of Strategy 10.7 A View of Distribution 10.8 A View of Marketing and Purchasing
「Nielsen BookData」 より