A word in response to the corona virus crisis: Your print orders will be fulfilled, even in these challenging times. If you don’t want to wait – have a look at our ebook offers and start reading immediately.

Customer-Supplier Relationships in B2B

An Interaction Perspective on Actors in Business Networks

Authors: La Rocca, Antonella

Free Preview
  • Reviews how different research streams treat the idea of market relationships, and how these work Based on original field research with 128 observations on 32 customer–industrial company relationships   Offers novel insights on how interaction behaviours impact the development of buyer–seller relationships Argues that actors in business relationships have fluid boundaries and are characterized by jointness, and multiple and transient identities Shows that actors in interaction (‘interactors’) need capabilities beyond the traditional managerial skills of analysis, planning, and decision-making

Buy this book

eBook 85,59 €
price for Spain (gross)
  • ISBN 978-3-030-40993-7
  • Digitally watermarked, DRM-free
  • Included format: PDF, EPUB
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover 103,99 €
price for Spain (gross)
  • ISBN 978-3-030-40992-0
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
  • The final prices may differ from the prices shown due to specifics of VAT rules
About this book

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.

About the authors

Antonella La Rocca is Associate Professor at Rennes School of Business, France, where she teaches B2B marketing. She is an Associate Editor of the Journal of Business and Industrial Marketing and on the board of the Association for Key Account Management. Her main research interests are innovation, entrepreneurship, and sales in business markets. She has co-edited volumes on innovation in healthcare and new business venturing, and is the author of several publications in Industrial Marketing Management, Management Decision and the IMP Journal. 

Table of contents (6 chapters)

Table of contents (6 chapters)

Buy this book

eBook 85,59 €
price for Spain (gross)
  • ISBN 978-3-030-40993-7
  • Digitally watermarked, DRM-free
  • Included format: PDF, EPUB
  • ebooks can be used on all reading devices
  • Immediate eBook download after purchase
Hardcover 103,99 €
price for Spain (gross)
  • ISBN 978-3-030-40992-0
  • Free shipping for individuals worldwide
  • Usually dispatched within 3 to 5 business days.
  • The final prices may differ from the prices shown due to specifics of VAT rules

Services for this book

Loading...

Bibliographic Information

Bibliographic Information
Book Title
Customer-Supplier Relationships in B2B
Book Subtitle
An Interaction Perspective on Actors in Business Networks
Authors
Copyright
2020
Publisher
Palgrave Macmillan
Copyright Holder
The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerland AG
eBook ISBN
978-3-030-40993-7
DOI
10.1007/978-3-030-40993-7
Hardcover ISBN
978-3-030-40992-0
Edition Number
1
Number of Pages
XVIII, 200
Number of Illustrations
1 b/w illustrations, 9 illustrations in colour
Topics