Strategic Market Relationships: From Strategy to Implementation / Edition 2 by Bill Donaldson, Tom O'Toole | | 9780470028803 | Paperback | Barnes & Noble
Strategic Market Relationships: From Strategy to Implementation / Edition 2

Strategic Market Relationships: From Strategy to Implementation / Edition 2

by Bill Donaldson, Tom O'Toole
     
 

ISBN-10: 0470028807

ISBN-13: 9780470028803

Pub. Date: 06/11/2007

Publisher: Wiley

Strategic Market Relationships, 2nd Edition develops the reader’s understanding of the nature, relevance and importance of creating and sustaining relationships as a strategic resource. It takes a managerial perspective to the study of relationships, from strategy to implementation. The first edition was the first text that comprehensively

Overview

Strategic Market Relationships, 2nd Edition develops the reader’s understanding of the nature, relevance and importance of creating and sustaining relationships as a strategic resource. It takes a managerial perspective to the study of relationships, from strategy to implementation. The first edition was the first text that comprehensively addressed relationships as a strategic issue, and considering relationships as strategic and as a basis for competition is central to this book. In a nutshell, strategic market relationships is the process of analyzing, formulating and implementing a relationship strategy for an organisation. 

The new edition is being totally restructured in the light of teaching experience with the book and new research since it was published.  Most of the existing content will still be there but presented in a new logic.

  •  Continues to map relationships from strategy to implementation
  • Text more clearly divided into strategy and implementation parts
  • Continues to focus on close relationships and on the management of relationships
  • Continues with introductory case illustration and end of chapter teaching cases with many new ones
  • All chapter updated with new research since the last publication
  • Revamped chapter on relationship planning including a stronger focus on strategic choice and relationship development
  • New chapter on relationship types/archetypes to develop on the theme of classification and the management of specific relationships
  • New chapter on organizing relationships
  • New chapter on people and relationships
  • E-relationship chapter integrated into chapter on communication and dialogue in a relationship
  • New chapter on channel relationships
  • Chapter on relationship performance restructured around costs and value.
  • Ethics and researching relationships expanded in the conclusion chapter

Product Details

ISBN-13:
9780470028803
Publisher:
Wiley
Publication date:
06/11/2007
Edition description:
REV
Pages:
288
Product dimensions:
7.48(w) x 9.23(h) x 0.64(d)

Table of Contents

Prefacexi
Acknowledgementxv
Chapter 1Introduction to strategic market relationships1
Introduction and objectives1
Case illustration: Formula One and Jordan Grand Prix Limited2
Structure and purpose of the book4
The emergence of strategic market relationships6
Transactions versus relationships7
Traditional management and relationship management9
Trends driving relationships13
What do strategic relationships imply for management?15
Chapter summary16
Case for discussion--First Direct17
Chapter questions19
Chapter 2Relationships are strategic21
Introduction and objectives21
Case illustration: airline industry22
The strategic domain of relationships23
Strategic relationship issues28
Competitive advantage from relationships32
Chapter summary34
Case for discussion--Wal-Mart & Procter and Gamble34
Chapter questions36
Chapter 3Relationship-based theories39
Introduction and objectives39
Case illustration: the electronics industry and the semi-conductor market40
Relationship theories--an overview41
Agency theory--dealing with risk42
Transaction cost economics (TCE)--assessing costs44
Resource dependency theory--power and control47
Social exchange theory--relationships as social entities49
The interaction approach--co-operation and networking50
Meta approaches to researching into relationships52
Chapter summary54
Case for discussion--Merial54
Chapter questions57
Chapter 4Relationship planning59
Introduction and objectives59
Case illustration: hotel industry60
Strategic relationship planning process62
Strategic relationship planning: some key principles63
The dimensions of relationship analysis66
Relationship strength in formulating and selecting strategy69
Strategic relationship implementation70
Chapter summary73
Case for discussion--Amazon.com74
Chapter questions77
Chapter 5Networks79
Introduction and objectives79
Case illustration: industrial districts80
Defining networks81
Analysis of networks84
Networks and strategy88
Network forms and application90
Chapter summary92
Case for discussion--biotechnology and pharmaceutical networks93
Chapter questions96
Chapter 6Relationship classification and development97
Introduction and objectives97
Case illustration: carmakers feeling the heat98
Classifying relationships98
Managing relationship porfolios104
Developing relationships107
Chapter summary109
Case for discussion--Metal Forming Ltd109
Chapter questions111
Chapter 7The 5-S framework of relationship management implementation113
Introduction and objectives113
Case illustration: the UK energy market114
Structure115
Staff126
Style131
Systems132
Schemes135
Chapter summary136
Case for discussion--ABB power automation137
Chapter questions138
Chapter 8Customer relationship management141
Introduction and objectives141
Case illustration: UK private client stockbroking142
CRM implementation issues145
Relationship-based interfaces145
An emphasis on quality149
Measure customer satisfaction but manage customer service153
Investing in people154
Maintaining dialogue with customers155
Setting realistic targets and assessing performance158
Chapter summary162
Case for discussion--Polaroid163
Chapter questions164
Chapter 9E-relationships167
Introduction and objectives167
Case illustration: on-line relationships168
The development of IT in relationships: research and practice170
The e-relationship technologies178
Maximising value in e-relationships180
Chapter summary181
Case for discussion--Benetton181
Chapter questions183
Chapter 10Innovation and strategic market relationships185
Introduction and objectives185
Case illustration: networks interrupted for Motorola186
NPD--active users and networks188
Relationship-based NPD activity in context196
Chapter summary204
Case for discussion--Hughes Network Systems205
Chapter questions207
Chapter 11Relationship internationalisation209
Introduction and objectives209
Case illustration: Guanxi: culture specific relationships210
Trends forging international relationships and the international relationship approach211
Relationships and international market selection214
Relationships and international market entry216
Relationships and international market expansion218
Relationships and international organisation219
Managerial implications of international relationships221
Chapter summary223
Case for discussion--Statoil relationship approach to market entry223
Chapter questions226
Chapter 12Relationship performance229
Introduction and objectives229
Case illustration: UK banking230
Relationship performance overview232
Relationship performance in context237
The link between relationship governance and performance241
Chapter summary244
Case for discussion--Landis and Staefa245
Chapter questions247
Chapter 13Strategic market relationships: conclusions and further reflections249
Introduction249
Relationship strategy250
Relationship implementation252
Relationship ethics253
Researching relationships254
Further relationship scenarios255
A final note256
References259
Index277

Customer Reviews

Average Review:

Write a Review

and post it to your social network

     

Most Helpful Customer Reviews

See all customer reviews >