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Relationships and Networks in International Markets

Relationships and Networks in International Markets

by H. G. Gemunden, T. Ritter, A. Wlater

ISBN-10: 0080430635

ISBN-13: 9780080430638

Pub. Date: 03/12/1998

Publisher: Emerald Group Publishing

Product Details

Emerald Group Publishing
Publication date:
International Business and Management Series
Edition description:
1 ED
Product dimensions:
6.14(w) x 9.21(h) x 1.06(d)

Table of Contents

Series Editor's Preface. Editor's Preface. List of Tables and Figures. Part 1. Research on Relationships and Networks: Past – Present – Future. The development of IMP – an analysis of the conference proceedings 1984–96 (H.G. Gemünden). What do we know about business-to-business interactions? A Synopsis of empirical research on buyer–seller interactions (K. Backhaus, J. Büschken). "Relationship Marketing" in a network perspective (L.-G. Mattsson). Part II. Business Relationships: New Insights. 2.1 Establishing and Maintaining Business Relationships. When in a relationship a "relationship"? (K.J. Blois). The process of adaptation in inter-firm relationships (R. Brennan, P.W. Turnbull). The role of relational factors in the evaluation of a professional service and the maintenance of a long-term relationship with the service provider (J. Lapierre, S. Deslandes). Why do some companies not want to engage in partnering relationships? (H. Biong et al.). Exchange as process engineering: governance of midrange exchange by artful contrivances and skilful manipulation of relationships (J.R. Bardzil, W.J. Johnston). 2.2 Managing Business Relationships. Intra-firm diversity and relationship strategy (D. Ford, R. McDowell). Competition and cooperation in vertical marketing systems (L. Araujo, S. Mouzas). Key account management in the business-to-business field: the key accounts point of view (C. Pardo). The relationship promoter – motivator and co-ordinator for inter-organisational innovation co-operation (H. Georg Gemünden, A. Walter). Team management of business relationships – a framework for effectiveness(G. Helfert). 2.3 Analysing Business Relationships. A re-examination of the commitment–trust theory (S.P. Kalafatis, H. Miller). Opportunistic behavior in asymmetrical relationships (A. Söllner). Task partitioning among manufacturers and suppliers in new product development teams (S. Schrader, J. Göpfert). Part III. Networks: New Concepts and Implications. 3.1 New Conceptual Contributions to Network Research. Towards evolutionary models of industrial networks – a research programme (G. Easton et al.). Managing technological networks: the concept of network competence (H.G. Gemünden, T. Ritter). Marriages made in heaven: the power of network latency (J. Fairhead, D. O'Sullivan). 2.2 Marketing, Purchasing and Networks. Coordinating purchasing: strategic and organizational issues (P. Matthyssens, W. Faes). Joint construction of demand: the dynamic of supplier–client interaction in project business (B. Cova, F. Crespin-Mazet). Collectivizing sales experience: an organisational learning approach (L. Hedaa). Production and marketing of financial services through strategic networks – the role of trust and power (B. van Well). 3.3 Innovation Success Networks. Recycled fibre turning green (H. Håkansson, A. Waluszewski). Macro network dynamics – the evolution of the flat glass industry (O. Uusitalo, K. Möller). Need bundles of innovation-oriented services and resources (P. Heydebreck, J.C. Maier). Author index. Subject index.

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