| 書目名稱 | Customer-Supplier Relationships in B2B | | 副標(biāo)題 | An Interaction Persp | | 編輯 | Antonella La Rocca | | 視頻video | http://file.papertrans.cn/242/241639/241639.mp4 | | 概述 | Reviews how different research streams treat the idea of market relationships, and how these work.Based on original field research with 128 observations on 32 customer–industrial company relationships | | 圖書封面 |  | | 描述 | .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.. | | 出版日期 | Book 2020 | | 關(guān)鍵詞 | Market Relationships; Business Networks; Sales Management; Actors; Identity | | 版次 | 1 | | doi | https://doi.org/10.1007/978-3-030-40993-7 | | isbn_softcover | 978-3-030-40995-1 | | isbn_ebook | 978-3-030-40993-7 | | copyright | The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerl |
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