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Managing Business Relationships
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Managing Business Relationships
BOOK DETAIL
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business account Paperback: 252 pages Publisher: Wiley; 3 edition (September 26, 2011) Language: English
ISBN-10: 047072109X ISBN-13: 978-0470721094 Product Dimensions: 7.4 x 0.6 x 9.1 inches Shipping
Weight: 1.1 pounds (View shipping rates and policies)
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Book Description
No company is an island in the world of business. Each company is locked into a complex
network of relationships with its customers, suppliers and other counterparts. What happens in
these relationships is critical to the success of any business. Managing a company's relationships
and its position in the network is a central, but often misunderstood aspect of business. This new
edition of Managing Business Relationships aims to help managers and students understand the
reality of business networks and how to manage in them. It has been entirely rewritten to include
the latest thinking and research from the IMP (Industrial Marketing and Purchasing) Group and
includes new chapters on Intermediation in Business Networks, the Economics of Business
Relationships and the Practice of Business Networking. Features: • Provides a structured way to
understand business networks and their meaning for the practicing manager. • Offers a complete
analysis of management in different relationships including those with customers, suppliers,
distributors and development counterparts. • Presents a practical analysis of the problems and
choices that managers face in developing and changing their relationships and a guide to the
critical skills of business networking.

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