Ivan Snehota's Books

Managing Business Relationships

By: David Ford,Lars-Erik Gadde,Hakan Hakansson,Ivan Snehota

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Managing Business Relationships

By: David Ford,Lars-Erik Gadde,Hakan Hakansson,Ivan Snehota

No company is an island in the world of business. Each company is locked into a complex network of relationships with its customers, suppliers and other counterparts. What happens in these relationships is critical to the success of any business. Managing a company's relationships and its position in the network is a central, but often misunderstood aspect of business. This new edition of Managing Business Relationships aims to help managers and students understand the reality of business networks and how to manage in them. It has been entirely rewritten to include the latest thinking and research from the IMP (Industrial Marketing and Purchasing) Group and includes new chapters on Intermediation in Business Networks, the Economics of Business Relationships and the Practice of Business Networking. Features: • Provides a structured way to understand business networks and their meaning for the practicing manager. • Offers a complete analysis of management in different relationships including those with customers, suppliers, distributors and development counterparts. • Presents a practical analysis of the problems and choices that managers face in developing and changing their relationships and a guide to the critical skills of business networking. The book is vital reading for students of business marketing, purchasing, business networks and relationship management. It is also a valuable resource for all managers operating in business networks, including those in marketing, purchasing, strategy, technical development and distribution.

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Page Count

261

Publisher

John Wiley & Sons

Published Date

ISBN 10

047072109X

ISBN 13

9780470721094

Customer Loyalty and Supply Chain Management

Business-to-Business Customer Loyalty Analysis

By: Ivan Russo,Ilenia Confente

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Customer Loyalty and Supply Chain Management

Business-to-Business Customer Loyalty Analysis

By: Ivan Russo,Ilenia Confente

Many business-to-business (B2B) managers think that customers act rationally and base decisions mostly on price, customer loyalty isn’t considered. Companies outsource various activities, which enable them to improve efficiency, reduce costs, focus more on core competencies and improve their innovation capabilities. Supply Chain Management synchronizes the efforts of all parties—particularly suppliers, manufacturers, retailers, dealers, customers—involved in achieving customer’s needs. Despite much research, the relationship between customer loyalty and the supply chain strategy remains insufficiently explored and understood by practitioners and academics, while the theme has been extensively developed within marketing literature. Customer Loyalty and Supply Chain Management is the result of years of work by the authors on different projects concerning the overlapping areas of supply chains, logistics and marketing, drawing a connection between the literature to provide a holistic picture of the customer loyalty framework. Emphasis is given to the B2B context, where recent research has provided some clues to support the fact that investment in operations, new technologies and organizational strategy have had a significant role in understanding B2B loyalty, particularly in the context of global supply chains. Moreover, the book provides a modernized and predictive model of B2B loyalty, showing a different methodological approach that aims at capturing the complexity of the phenomenon. This book will be a useful resource for professionals and scholars from across the supply chain who are interested in exploring the dimension of customer loyalty in the challenging supplier and customer context.

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Page Count

135

Publisher

Routledge

Published Date

ISBN 10

1351669354

ISBN 13

9781351669351

Managing Business Relationships

By: David Ford,Lars-Erik Gadde,Hakan Hakansson,Ivan Snehota

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Managing Business Relationships

By: David Ford,Lars-Erik Gadde,Hakan Hakansson,Ivan Snehota

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Page Count

261

Publisher

John Wiley & Sons

Published Date

ISBN 10

047072109X

ISBN 13

9780470721094

The Business Marketing Course

Managing in Complex Networks

By: David Ford,Lars-Erik Gadde,Håkan Håkansson,Ivan Snehota

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The Business Marketing Course

Managing in Complex Networks

By: David Ford,Lars-Erik Gadde,Håkan Håkansson,Ivan Snehota

The Business Marketing Course is an important and insightful book that brings together the main theories and contributions of the Industrial Marketing and Purchasing Group in a student-friendly form. The book provides complete coverage of the role of business relationships and networks in domestic and international business - a topic that is now gaining widespread attention among researchers and practitioners and is a vital part of student learning. —Professor Ian F. Wilkinson, School of Marketing, University of New South Wales, Australia The second edition of this fine book offers another step forward in terms of structure, coverage and significance. The thoughtful use of figures, tables, boxes and assignments provides further clarity for students. —Professor Luis Araujo, Department of Marketing, Lancaster University, UK The new edition of this widely used business marketing text has been completely revised and rewritten. The Business Marketing Course provides a comprehensive insight into business marketing in a compact and accessible format that provides the ideal foundation for courses on business or industrial marketing. The new edition concentrates on the reality facing business marketers operating in complex and dynamic business networks. The book provides a structured approach to both technology and the development of the marketer’s offerings as well as an expanded guide on how to analyse business networks and customers and how to develop marketing strategy. The book is essential reading for students who are studying business markets. It is also an excellent guide for all managers who would like a clearer understanding of the complexity of networks in which they operate. The book is still firmly based on the ideas of the IMP (Industrial Marketing and Purchasing) Group. It includes a new chapter on how marketers can work effectively with colleagues in other functional areas. The new edition is presented in a highly readable style with extensive use of examples and illustrations. Each chapter in the book concludes with a study assignment based on the authors’ own experience of teaching business marketing.

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Page Count

289

Publisher

Wiley Global Education

Published Date

ISBN 10

0470057394

ISBN 13

9780470057391

Book's by Ivan Snehota

Managing Business Relationships

Managing Business Relationships

Customer Loyalty and Supply Chain Management

Customer Loyalty and Supply Chain Management

Managing Business Relationships

Managing Business Relationships

The Business Marketing Course

The Business Marketing Course

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