Understanding Business Marketing and Purchasing / Edition 3

Paperback (Print)
Used and New from Other Sellers
Used and New from Other Sellers
from $20.10
Usually ships in 1-2 business days
(Save 65%)
Other sellers (Paperback)
  • All (6) from $20.10   
  • New (3) from $47.22   
  • Used (3) from $20.10   


This book is aimed at students, instructors, researchers and practitioners who need to understand the complexities of business markets and the management challenges they provide. It brings together the most significant and up to the minute work of the IMP group and their research colleagues. The third edition has been extensively revised and includes many new readings. All have been chosen for their clarity and insight into the complex world of the business marketer and the purchaser. Understanding Business Marketing and Purchasing provides insights into the interactions between the business buyers and sellers and the relationships in which they take place. The book also sheds light on how business relationships form part of wider networks and provides understanding of the issues facing managers in these complex networks. The collection takes an international approach to understanding business markets and draws on the work of leading authorities from a number of countries. Unrivalled for clarity and comprehensive coverage, Understanding Business Marketing and Purchasing is essential reading for academics, students and practitioners.

Read More Show Less

Product Details

  • ISBN-13: 9781861527691
  • Publisher: Cengage Learning EMEA Higher Education
  • Publication date: 12/15/2001
  • Edition description: 3RD
  • Edition number: 3
  • Pages: 488
  • Product dimensions: 7.42 (w) x 9.64 (h) x 1.14 (d)

Meet the Author

David Ford, Professor of Marketing, University of Bath

Read More Show Less

Table of Contents

PART 1: THE IMP APPROACH TO UNDERSTANDING BUSINESS MARKETS David Ford: Introduction Peter Turnbull, David Ford and Malcolm Cunningham: Interaction, Relationships and Networks in Business Markets: An Evolving Perspective IMP Group: An Interaction Hakan HŒkansson and I Shehota: The IMP Perspective, Assets and Liabilities of Relationships Part 2 Understanding Interaction and Relationships David Ford: Introduction Hakan HŒkansson, Jan Johanson and Bjorn Wootz: Influence tactics in Buyer-Seller Processes David Ford: The development of buyer-seller relationships in industrial markets David Ford, Hakan HŒkansson and Jan Johanson: How do companies interact? Hakan HŒkansson and Ivan Snehota: The Burden of Relationships or Who's Next Keith Blois: Don't All Firms Have Relationships? I F Wilkinson and L C Young: Business dancing - the nature and role of inter-firm relations in business strategy PART 2: UNDERSTANDING BUSINESS NETWORKS David Ford: Introduction G Easton: Industrial Networks: A Review Hakan HŒkansson & Jan Johanson: A Model of Industrial Networks Hakan HŒkansson and Ivan Snehota : No business is an island: the network concept of business strategy Hakan HŒkansson and Ivan Snehota, Analysing Business Relationships J Johanson and L G Mattson: Network Positions and Strategic Action - An analytical framework J Johanson and L G Mattson: Internationalisation in Industrial Systems: A network Approach James Anderson, Hakan HŒkansson & Jan Johanson: Dyadic Business Relationships within a Business Network Context Aino Halinen and Asti Salmi: From Dyadic Change to Changing Business Networks: An Analytical Framework Hakan HŒkansson and David Ford: How Should Companies Interact? PART 3: MARKETING IN BUSINESS NETWORKS David Ford: Introduction M T Cunningham and E Homse: Controlling the marketing-purchasing interface: resource development and organisational implications NCG Campbell and MT Cunningham: Customer analysis for strategy development in industrial Judy Zolkiewski and Peter W. Turnbull: Relationship Portfolios - Past, Present and Future Kristian Moller and Arto Rajala, Organising Marketing in Industrial Hi-Tech Firms David Ford and Raymond Mcdowell: Managing Business Relationships by Analysing the Effects and Value of Different Actions Thomas Ritter: The Networking Company. Pete Naude and Francis Buttle: Assessing Relationship Quality Ross Brennan and PW Turnbull: Adaptive Behaviour in Buyer-Supplier Relationships David Ford and Mike Saren: First steps in technology strategy PART 4: PURCHASING IN BUSINESS NETWORKS David Ford: Introduction NCG Cambell: An Interaction Approach to Organisational Buying Behaviour Hakan HŒkansson and Lars-Erik Gadde: Supplier relations Lars-Erik Gadde and Hakan HŒkansson: The changing role of purchasing: Reconsidering three strategic issues Lars-Erik Gadde and Ivan Snehota: Making the most of supplier relationships Luis Araujo, Anna Dubois and Lars-Erik Gadde: Managing Interfaces with Suppliers Paul Cousins and Euan Stanwix: It's Only a Matter of Confidence: A Comparison of Relationship Management between Japanese and United Kingdom Vehicle Manufacturers CONCLUSIONS

Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star


4 Star


3 Star


2 Star


1 Star


Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation


  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)