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About this book
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.
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Keywords
Table of contents (8 chapters)
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Front Matter
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Business Relationship Management in Theory and Practice
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Front Matter
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Alignment and Misalignment in Business Relationship Management
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Front Matter
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Decision Support Tools for Improving Business Relationships
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Front Matter
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Back Matter
Authors and Affiliations
About the authors
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.
Bibliographic Information
Book Title: Business Relationships for Competitive Advantage
Book Subtitle: Managing Alignment and Misalignment in Buyer and Supplier Transactions
Authors: Andrew Cox, Chris Lonsdale, Joe Sanderson, Glyn Watson
DOI: https://doi.org/10.1057/9780230509191
Publisher: Palgrave Macmillan London
eBook Packages: Palgrave Business & Management Collection, Business and Management (R0)
Copyright Information: Palgrave Macmillan, a division of Macmillan Publishers Limited 2004
Hardcover ISBN: 978-1-4039-1904-5Published: 19 December 2003
Softcover ISBN: 978-1-349-51441-0Published: 01 January 2004
eBook ISBN: 978-0-230-50919-1Published: 19 December 2003
Edition Number: 1
Number of Pages: XII, 246
Topics: Business Strategy/Leadership, Accounting/Auditing, Market Research/Competitive Intelligence, Management