Customer-Supplier Relationships in B2B - An Interaction Perspective on Actors in Business Networks (Hardcover, 1st ed. 2020)

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.

General

Imprint:	Springer Nature Switzerland AG
Country of origin:	Switzerland
Release date:	March 2020
First published:	2020
Authors:	Antonella La Rocca
Dimensions:	210 x 148mm (L x W)
Format:	Hardcover
Pages:	200
Edition:	1st ed. 2020
ISBN-13:	978-3-03-040992-0
Categories:	Books > Business & Economics > Business & management > Sales & marketing > General
LSN:	3-03-040992-9
Barcode:	9783030409920

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