Business Relationships for Competitive Advantage
Managing Alignment and Misalignment in Buyer and Supplier Transactions
Published on 19. December 2003
Book
Hardback
XII, 246 pages
978-1-4039-1904-5 (ISBN)
Description
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.
More details
Edition
2004 edition
Language
English
Place of publication
London
United Kingdom
Publishing group
Palgrave USA
Target group
Professional and scholarly
Product notice
sewn/stitched
Cloth over boards
With dust jacket
Illustrations
XII, 246 p.
Dimensions
Height: 223 mm
Width: 139 mm
Thickness: 19 mm
Weight
426 gr
ISBN-13
978-1-4039-1904-5 (9781403919045)
DOI
10.1057/9780230509191
Schweitzer Classification
Other editions
Additional editions
A. Cox | C. Lonsdale | J. Sanderson
Business Relationships for Competitive Advantage
Managing Alignment and Misalignment in Buyer and Supplier Transactions
Book
01/2004
Palgrave Macmillan
€106.99
Shipment within 15-20 days
A. Cox | C. Lonsdale | J. Sanderson
Business Relationships for Competitive Advantage
Managing Alignment and Misalignment in Buyer and Supplier Transactions
E-Book
12/2003
Palgrave Macmillan
€96.29
Available for download
Persons
ANDREW COX is CIPS Professor of Business Strategy and Procurement at Birmingham University Business School. He is also Chairman of Robertson Cox Ltd, a competence development consultancy.
CHRIS LONSDALE is Lecturer in Supply Chain Management at the University of Birmingham and has worked with a number of private and public sector organisations.
JOE SANDERSON is Lecturer in Supply Chain Management and Deputy Director of the CBSP.
GLYN WATSON is Lecturer in Supply Chain Management in the CBSP.
Together they have co-authored of a number of books on the subject.
CHRIS LONSDALE is Lecturer in Supply Chain Management at the University of Birmingham and has worked with a number of private and public sector organisations.
JOE SANDERSON is Lecturer in Supply Chain Management and Deputy Director of the CBSP.
GLYN WATSON is Lecturer in Supply Chain Management in the CBSP.
Together they have co-authored of a number of books on the subject.
Content
PART 1: AN INTRODUCTION TO BUSINESS RELATIONSHIP MANAGEMENT What Are Business Relationships in Theory and Practice? The Five Conditions of Successful Business Relationship Alignment PART 2: SUCCESS AND FAILURE IN BUSINESS RELATIONSHIP MANAGEMENT Aligning Buyer-Dominated Business Relationships Successfully Aligning Supplier-Dominated Business Relationships Misaligning Buyer-Dominated Business Relationships Misaligning Supplier-Dominated Business Relationships Aligning Interdependence Business Relationships Misaligning Interdependence Business Relationships PART 3: DECISION SUPPORT TOOLS FOR IMPROVING BUSINESS RELATIONSHIPS A Framework and Guide for Aligning Business Relationship Management