Name: Customer-Supplier Relationships in B2B: An Interaction Perspective on Actors in Business Networks (en Inglés)
SKU: 52464976
Price: 293955.00 COP
Availability: InStock
Author: Antonella La Rocca
ISBN: 9783030409920

portada Customer-Supplier Relationships in B2B: An Interaction Perspective on Actors in Business Networks (en Inglés)

Customer-Supplier Relationships in B2B: An Interaction Perspective on Actors in Business Networks (en Inglés)

Formato

Libro Físico

Editorial

Palgrave Macmillan

Autor

Antonella La Rocca

Año

2020

Idioma

Inglés

N° páginas

200

Encuadernación

Tapa Dura

ISBN13

9783030409920

N° edición

Categorías

Ventas y marketing

Customer-Supplier Relationships in B2B: An Interaction Perspective on Actors in Business Networks (en Inglés)

Antonella La Rocca (Autor) · Palgrave Macmillan · Tapa Dura

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Reseña del libro "Customer-Supplier Relationships in B2B: An Interaction Perspective on Actors in Business Networks (en Inglés)"

This book explores customer-supplier relationships in B2B markets focusing on interaction between parties. Drawing on three fields of research – studies of relationships in marketing, social interactionism in sociology, and sense-making in social psychology – the author explores the concepts and roles of actors in business relationships and how the behaviour of actors within an interaction affects the development of those relationships.Based on a review of prior research and an original empirical study, the author argues that the presence of continuous close relationships between the customer and supplier organisations bestows features of a business network on B2B markets, with distinct interdependencies and ubiquitous interactions. Exploring buyer-seller interactions, the author contends that actors’ mutually perceived identities – continuously emergent and relationship-specific – are the main factor in the development of business relationships and discusses the implications for management practice and research.