Current Approaches to the Analysis of Business Relationships

Andrew Cox, Chris Lonsdale, Joe Sanderson and Glyn Watson
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Andrew Cox: University of Birmingham
Chris Lonsdale: Birmingham Business School
Joe Sanderson: Birmingham Business School
Glyn Watson: Birmingham Business School

Chapter 1 in Business Relationships for Competitive Advantage, 2004, pp 3-31 from Palgrave Macmillan

Abstract: Abstract This book discusses the appropriate management of business-to-business relationships. It is not, therefore, a book about how humans beings can or should manage all of their personal or their economic relationships. The book focuses instead on buying and selling relationships between organisations, whose purpose (at least theoretically if not always in practice) is to maximise the returns for their shareholders or owners. While this activity may sometimes involve individuals acting as buyers from, and suppliers to, business organisations the primary focus is on buying and selling relationships between organisations.

Keywords: Current Approach; Supply Chain Management; Operational Goal; Strategic Management Journal; Business Relationship (search for similar items in EconPapers)
Date: 2004
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-0-230-50919-1_1

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DOI: 10.1057/9780230509191_1

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