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Understanding Business Marketing and Purchasing, 3rd Edition
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Overview
UNDERSTANDING BUSINESS MARKETI NG & PURCHASING E3
PART 1: THE IMP APPROACH TO UNDERSTANDING BUSINESS MARKETS
David Ford: Introduction
Peter Turnbull, David Ford and Malcolm Cunningham: Interaction, Relationships and Networks in Business Markets: An Evolving Perspective
IMP Group: An Interaction
Hakan HŒkansson and I Shehota: The IMP Perspective, Assets and Liabilities of Relationships Part 2 Understanding Interaction and Relationships
David Ford: Introduction
Hakan HŒkansson, Jan Johanson and Bjorn Wootz: Influence tactics in Buyer-Seller Processes David Ford: The development of buyer-seller relationships in industrial markets
David Ford, Hakan HŒkansson and Jan Johanson: How do companies interact?
Hakan HŒkansson and Ivan Snehota: The Burden of Relationships or Who''s Next
Keith Blois: Don''t All Firms Have Relationships?
I F Wilkinson and L C Young: Business dancing - the nature and role of inter-firm relations in business strategy
PART 2: UNDERSTANDING BUSINESS NETWORKS
David Ford: Introduction
G Easton: Industrial Networks: A Review
Hakan HŒkansson & Jan Johanson: A Model of Industrial Networks
Hakan HŒkansson and Ivan Snehota : No business is an island: the network concept of business strategy
Hakan HŒkansson and Ivan Snehota, Analysing Business Relationships
J Johanson and L G Mattson: Network Positions and Strategic Action - An analytical framework J Johanson and L G Mattson: Internationalisation in Industrial Systems: A network Approach James Anderson, Hakan HŒkansson & Jan Johanson: Dyadic Business Relationships within a Business Network Context
Aino Halinen and Asti Salmi: From Dyadic Change to Changing Business Networks: An Analytical Framework
Hakan HŒkansson and David Ford: How Should Companies Interact?
PART 3: MARKETING IN BUSINESS NETWORKS
David Ford: Introduction
M T Cunningham and E Homse: Controlling the marketing-purchasing interface: resource development and organisational implications
NCG Campbell and MT Cunningham: Customer analysis for strategy development in industrial Judy Zolkiewski and Peter W. Turnbull: Relationship Portfolios - Past, Present and Future Kristian Moller and Arto Rajala, Organising Marketing in Industrial Hi-Tech Firms
David Ford and Raymond Mcdowell: Managing Business Relationships by Analysing the Effects and Value of Different Actions
Thomas Ritter: The Networking Company.
Pete Naude and Francis Buttle: Assessing Relationship Quality
Ross Brennan and PW Turnbull: Adaptive Behaviour in Buyer-Supplier Relationships
David Ford and Mike Saren: First steps in technology strategy
PART 4: PURCHASING IN BUSINESS NETWORKS
David Ford: Introduction
NCG Cambell: An Interaction Approach to Organisational Buying Behaviour
Hakan HŒkansson and Lars-Erik Gadde: Supplier relations
Lars-Erik Gadde and Hakan HŒkansson: The changing role of purchasing: Reconsidering three strategic issues
Lars-Erik Gadde and Ivan Snehota: Making the most of supplier relationships
Luis Araujo, Anna Dubois and Lars-Erik Gadde: Managing Interfaces with Suppliers
Paul Cousins and Euan Stanwix: It''s Only a Matter of Confidence: A Comparison of Relationship Management between Japanese and United Kingdom Vehicle Manufacturers CONCLUSIONS
David Ford: Introduction
Peter Turnbull, David Ford and Malcolm Cunningham: Interaction, Relationships and Networks in Business Markets: An Evolving Perspective
IMP Group: An Interaction
Hakan HŒkansson and I Shehota: The IMP Perspective, Assets and Liabilities of Relationships Part 2 Understanding Interaction and Relationships
David Ford: Introduction
Hakan HŒkansson, Jan Johanson and Bjorn Wootz: Influence tactics in Buyer-Seller Processes David Ford: The development of buyer-seller relationships in industrial markets
David Ford, Hakan HŒkansson and Jan Johanson: How do companies interact?
Hakan HŒkansson and Ivan Snehota: The Burden of Relationships or Who''s Next
Keith Blois: Don''t All Firms Have Relationships?
I F Wilkinson and L C Young: Business dancing - the nature and role of inter-firm relations in business strategy
PART 2: UNDERSTANDING BUSINESS NETWORKS
David Ford: Introduction
G Easton: Industrial Networks: A Review
Hakan HŒkansson & Jan Johanson: A Model of Industrial Networks
Hakan HŒkansson and Ivan Snehota : No business is an island: the network concept of business strategy
Hakan HŒkansson and Ivan Snehota, Analysing Business Relationships
J Johanson and L G Mattson: Network Positions and Strategic Action - An analytical framework J Johanson and L G Mattson: Internationalisation in Industrial Systems: A network Approach James Anderson, Hakan HŒkansson & Jan Johanson: Dyadic Business Relationships within a Business Network Context
Aino Halinen and Asti Salmi: From Dyadic Change to Changing Business Networks: An Analytical Framework
Hakan HŒkansson and David Ford: How Should Companies Interact?
PART 3: MARKETING IN BUSINESS NETWORKS
David Ford: Introduction
M T Cunningham and E Homse: Controlling the marketing-purchasing interface: resource development and organisational implications
NCG Campbell and MT Cunningham: Customer analysis for strategy development in industrial Judy Zolkiewski and Peter W. Turnbull: Relationship Portfolios - Past, Present and Future Kristian Moller and Arto Rajala, Organising Marketing in Industrial Hi-Tech Firms
David Ford and Raymond Mcdowell: Managing Business Relationships by Analysing the Effects and Value of Different Actions
Thomas Ritter: The Networking Company.
Pete Naude and Francis Buttle: Assessing Relationship Quality
Ross Brennan and PW Turnbull: Adaptive Behaviour in Buyer-Supplier Relationships
David Ford and Mike Saren: First steps in technology strategy
PART 4: PURCHASING IN BUSINESS NETWORKS
David Ford: Introduction
NCG Cambell: An Interaction Approach to Organisational Buying Behaviour
Hakan HŒkansson and Lars-Erik Gadde: Supplier relations
Lars-Erik Gadde and Hakan HŒkansson: The changing role of purchasing: Reconsidering three strategic issues
Lars-Erik Gadde and Ivan Snehota: Making the most of supplier relationships
Luis Araujo, Anna Dubois and Lars-Erik Gadde: Managing Interfaces with Suppliers
Paul Cousins and Euan Stanwix: It''s Only a Matter of Confidence: A Comparison of Relationship Management between Japanese and United Kingdom Vehicle Manufacturers CONCLUSIONS
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