Customer-Supplier Relationships in B2B: An Interaction Perspective on Actors in Business Networks - Antonella La Rocca - Books - Springer Nature Switzerland AG - 9783030409951 - March 15, 2021
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Antonella La Rocca
Customer-Supplier Relationships in B2B: An Interaction Perspective on Actors in Business Networks 2020 edition

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This book explores customer-supplier relationships in B2B markets focusing on interaction between parties. Drawing on three fields of research ? studies of relationships in marketing, social interactionism in sociology, and sense-making in social psychology ? the author explores the concepts and roles of actors in business relationships and how the behaviour of actors within an interaction affects the development of those relationships.

Based on a review of prior research and an original empirical study, the author argues that the presence of continuous close relationships between the customer and supplier organisations bestows features of a business network on B2B markets, with distinct interdependencies and ubiquitous interactions. Exploring buyer-seller interactions, the author contends that actors? mutually perceived identities ? continuously emergent and relationship-specific ? are the main factor in the development of business relationships and discusses the implications for management practice and research.

200 pages, 9 Illustrations, color; 1 Illustrations, black and white; XVIII, 200 p. 10 illus., 9 illu

Media Books     Paperback Book   (Book with soft cover and glued back)
Released March 15, 2021
ISBN13 9783030409951
Publishers Springer Nature Switzerland AG
Pages 200
Dimensions 150 × 220 × 10 mm   ·   294 g
Language German  

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