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Customer-Supplier Relationships in B2B = An Interaction Perspective on Actors in Business Networks /

Record Type:	Language materials, printed : Monograph/item
Title/Author:	Customer-Supplier Relationships in B2B/ by Antonella La Rocca.
Reminder of title:	An Interaction Perspective on Actors in Business Networks /
Author:	La Rocca, Antonella.
Description:	XVIII, 200 p. 10 illus., 9 illus. in color.online resource. :
Contained By:	Springer Nature eBook
Subject:	Marketing. -
Online resource:	https://doi.org/10.1007/978-3-030-40993-7
ISBN:	9783030409937

Customer-Supplier Relationships in B2B = An Interaction Perspective on Actors in Business Networks /
La Rocca, Antonella.

Customer-Supplier Relationships in B2BAn Interaction Perspective on Actors in Business Networks /[electronic resource] :by Antonella La Rocca. - 1st ed. 2020. - XVIII, 200 p. 10 illus., 9 illus. in color.online resource.

1. Exploring the Role of Actors in the Formation of Market Relationships -- 2. Perspectives on Market – B2B Market as Network -- 3. Analysing Supplier Customer Relationships in Business Markets -- 4. Actors in Interaction -- 5. An Empirical Study of Interaction in Business Relationships -- 6. Interaction and Identities in Business Relationships.

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 customer and supplier organizations 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 implications for management practice and research. Antonella La Rocca is Associate Professor at Rennes School of Business, France, where she teaches B2B marketing. She is an Associate Editor of the Journal of Business and Industrial Marketing and on the board of the Association for Key Account Management. Her main research interests are innovation, entrepreneurship, and sales in business markets. She has co-edited volumes on innovation in healthcare and new business venturing, and is the author of several publications in Industrial Marketing Management, Management Decision and the IMP Journal. .

ISBN: 9783030409937

Standard No.: 10.1007/978-3-030-40993-7doiSubjects--Topical Terms:

557931
Marketing.

LC Class. No.: HF5410-5417.5

Dewey Class. No.: 658.8

Customer-Supplier Relationships in B2B = An Interaction Perspective on Actors in Business Networks /
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520 $a 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 customer and supplier organizations 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 implications for management practice and research. Antonella La Rocca is Associate Professor at Rennes School of Business, France, where she teaches B2B marketing. She is an Associate Editor of the Journal of Business and Industrial Marketing and on the board of the Association for Key Account Management. Her main research interests are innovation, entrepreneurship, and sales in business markets. She has co-edited volumes on innovation in healthcare and new business venturing, and is the author of several publications in Industrial Marketing Management, Management Decision and the IMP Journal. .
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