Business Relationships for Competitive Advantage: Managing Alignment and Misalignment in Buyer and Supplier Transactions

A. Cox,C. Lonsdale,J. Sanderson,G. Watson

Business Relationships for Competitive Advantage: Managing Alignment and Misalignment in Buyer and Supplier Transactions
Format
Paperback
Publisher
Palgrave Macmillan
Country
United Kingdom
Published
1 January 2004
Pages
246
ISBN
9781349514410

Business Relationships for Competitive Advantage: Managing Alignment and Misalignment in Buyer and Supplier Transactions

A. Cox,C. Lonsdale,J. Sanderson,G. Watson

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This book provides the first summary and critical appraisal of the thinking that currently informs the management of business relationships, from the perspectives of both the buyer and supplier. The authors argue that these approaches are one-dimensional and instead recommend a more holistic approach based on power, interaction and portfolio perspectives. The book provides evidence of how relationships can be aligned and misaligned in practice, using eighteen examples drawn from a variety of business cases and circumstances.

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