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Customer-Supplier Relationships in B2B : An Interaction Perspective on Actors in Business Networks.
・ISBN 978-3-030-40992-0 hard EUR 99.99
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| 著者・編者 | La Rocca, Antonella, |
|---|---|
| 出版社 | (Palgrave Macmillan, UK) |
| 出版年月 | 2020 |
| ページ数 | 200 pp. |
| 言語 | ENG |
| ニュース番号 | ＜659-L1720 659-P2660＞ |
解説
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 implicationsfor management practice and research.