The Operational Means for Successful Business Relationship Management

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 3 in Business Relationships for Competitive Advantage, 2004, pp 52-94 from Palgrave Macmillan

Abstract: Abstract The discussion of operational means that follows is divided into three sections. The first section focuses on the commercial sourcing outcomes and operational supplier management approaches that buyers can select from when they consider how best to achieve power leverage and repositioning. The second section focuses on the commercial customer outcomes and the operational account management approaches that suppliers can select from when they consider how to achieve power leverage and repositioning. The final section discusses the range of relationship management styles that buyers and suppliers can select from, and which must be aligned with commercial and operational choices, for effective and successful relationship management to occur.

Keywords: Supply Chain; Switching Cost; Supply Chain Management; Supply Selection; Supplier Selection (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_3

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DOI: 10.1057/9780230509191_3

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