Deep knowledge of B2B relationships within and across borders

• Other Authors: Woodside, Arch G., Baxter, Roger, 1944-
• Format: Electronic eBook
• Language: English
• Published: Bingley, U.K. : Emerald, 2013.
• Series: Advances in business marketing & purchasing ; v. 20.
• Subjects: Business & Economics > Marketing > Industrial.; Business & Economics > Purchasing & Buying.; International business.; Sales & marketing management.; Business networks.; Industrial management > Cross-cultural studies.; International business enterprises > Management > Cross-cultural studies.

Relationships of individual and groups among three-plus firms represent the cornerstone concept in business-to-business (B2B) contexts. The three-plus firms include manufacturer-supplier to manufacturer-customer to distributor-customer, and facilitators (e.g., transportation and management consulti...

Table of Contents:

• The impact of national culture on western industrial buyer-seller relational process models / Anna Kaunonen
• Developing Guanxi relations / Anna Kaunonen
• The development of industrial buyer-seller relations in a Chinese context / Anna Kaunonen
• Adaptation in business contexts : working triadic relationships / Holma Anne-Maria
• How do managers see it? Capturing practitioner theories via network pictures / Carla Ramos, David Ford.