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Tables of Contents for Managing Business Relationships
Chapter/Section Title
Page #
Page Count
About the Authors
viii
2
Preface and Acknowledgements
x
1. MAKING SENSE OF BUSINESS MARKETS
1
16
Introduction
1
1
Interaction and relationships
2
2
The realities of business markets
4
4
Interdependence and networks
8
5
Conclusions: relationships, portfolios and networks
13
4
2. HOW COMPANIES RELATE TO EACH OTHER
17
24
Introduction
17
1
Problems, uncertainties and solutions
17
8
Change and development of Buyer-Seller relationships
25
5
The pre-relationship stage
30
4
The exploratory stage
34
1
The developing stage
35
2
The stable stage
37
1
Movement between different relationship stages
38
1
Conclusions: the task of managing relationships
39
2
3. THE NATURE OF MANAGEMENT IN BUSINESS MARKETS
41
22
Introduction
41
1
The substance of Buyer--Seller relationships
42
2
A relationship view of the company
44
8
Managing in this complex world
52
6
Conclusions: relationships as a way to reduce complexity
58
5
4. THE IDEA OF STRATEGY IN BUSINESS MARKETS
63
20
Introduction
63
1
Strategic management and business relationships
64
6
What relationships mean for strategy in business markets
70
9
Conclusions: complexity in strategy
79
4
5. DEVELOPING STRATEGY IN BUSINESS MARKETS
83
26
Introduction: strategic choice
83
1
Customer portfolio
84
4
Customer value
88
4
Organisation for effectiveness and efficiency
92
3
Strategic success
95
1
The Strategy development process
96
9
Conclusions: strategy development in business markets
105
4
6. MANAGING RELATIONSHIPS WITH SUPPLIERS
109
42
A starting point: changes in supply
109
2
Analysing supplier relationships
111
7
Managing supplier relationships and supply strategy
118
4
The dimensions of supply strategy
122
26
Conclusions: making the most of supplier relationships
148
3
7. MANAGING CUSTOMER RELATIONSHIPS
151
30
Introduction
151
1
The basis of customer relationships
151
3
The dimensions of customer relationships
154
20
Pricing in relationships
174
3
Conclusions: business relationships
177
4
8. DISTRIBUTION RELATIONSHIPS
181
46
Introduction
181
7
The nature of distribution networks
188
8
Distribution relationship choices
196
6
Managing relationships in distribution
202
4
Evolution in distribution
206
15
Conclusions: distribution from a network perspective
221
6
9. RELATIONSHIPS AND TECHNOLOGY
227
40
Introduction
227
1
Alternative pictures of technological development
228
2
Technology and companies
230
2
Technological development in business networks
232
11
The technological content of business relationships
243
7
The influence of technological development on relationships
250
3
Bringing relationships and technology together
253
5
Creating economic value from technology
258
2
Relationships as multidimensional links
260
4
Conclusions: the technology interface
264
3
10. MANAGING BUSINESS RELATIONSHIPS
267
16
So what does it all mean?
267
1
A view of managing business relationships
268
1
A view of markets and networks
269
2
A view of technology
271
2
A view of the company
273
1
A view of strategy
274
2
A view of distribution
276
1
A view of marketing and purchasing
277
6
Index
283