Deep Knowledge of B2B Relationships Within and Across Borders: 20 (Advances in Business Marketing and Purchasing)

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Deep Knowledge of B2B Relationships Within and Across Borders: 20 (Advances in Business Marketing and Purchasing).pdf

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Descriptions : Relationships of individual and groups among three plus firms represent the cornerstone concept in business to business B B contexts The three plus firms include manufacturer supplier to manufacturer customer to distributor customer and facilitators e g transportation and management consulting firms The common thread of the five papers in this volume is that making sense and achieving deep knowledge of three plus B B relationships are necessary antecedents for achieving high operating effectiveness high on time efficiency and sustaining profits for each firm in these relationships As the titles of the five papers imply reading the volume provides deep insights into the specifics of how high performing three plus B B relationships influences these three major objectives of the firm National Cultures Impacts on Western Industrial Buyer Seller Relational Process Models Developing Guanxi Relations Industrial Buyer Seller Relations in a Chinese Context Adaptation in Business Contexts Working Triadic Relationships How Do Managers See It Capturing Practitioner Theories via Network Pictures










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