Customer Supplier Relationships In B2b

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Customer-Supplier Relationships in B2B

Antonella La Rocca
Customer Supplier Relationships in B2B Book PDF

Author : Antonella La Rocca
Publisher : Springer Nature
Page : 214 pages
File Size : 48,6 Mb
Release : 2020-03-14
Category : Business & Economics
ISBN : 9783030409937

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Customer-Supplier Relationships in B2B by Antonella La Rocca Pdf

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 implications for management practice and research.

The Internet and the Customer-Supplier Relationship

Stefano Ronchi
The Internet and the Customer Supplier Relationship Book PDF

Author : Stefano Ronchi
Publisher : Routledge
Page : 234 pages
File Size : 42,5 Mb
Release : 2018-01-12
Category : Social Science
ISBN : 9781351771436

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The Internet and the Customer-Supplier Relationship by Stefano Ronchi Pdf

This title was first published in 2003. An exhaustive and synthetic framework for the use of Internet tools in customer-supplier relationships is one aspect of e-business that is still missing from existing literature. This book analyses the main management implications related to the adoption of the Internet in the supply chain and unifies different research studies and contributions in order to build such a framework. It is based on wide empirical evidence including four in-depth case studies in both Europe and the US, a cross-industry survey of more than 160 US companies and website research describing emerging Internet initiatives in B2B relationships. By creating a concrete link between theory and practice it should appeal to academics and practitioners alike.

The Importance of Customer Relationship Management in Business Markets (B2B)

Timo Beck
The Importance of Customer Relationship Management in Business Markets B2B Book PDF

Author : Timo Beck
Publisher : GRIN Verlag
Page : 33 pages
File Size : 50,5 Mb
Release : 2011-03
Category : Business logistics
ISBN : 9783640585540

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The Importance of Customer Relationship Management in Business Markets (B2B) by Timo Beck Pdf

Scientific Essay from the year 2010 in the subject Business economics - Customer Relationship Management, CRM, grade: 1,0, University of St Andrews, course: Business Marketing, language: English, abstract: The business-to-business (B2B) landscape is rapidly changing due to a variety of trends: The evolving end-customer expectations drive companies to be more responsive and provide a better value-proposition to their customers. This has translated into business markets, demanding greater responsiveness, reliability, and quality consciousness from supplying firms (Sheth & Shainesh, 2001: 274). Market consolidation as a result of a wave of mergers and acquisitions in many industries during the past two decades forces many companies to focus on the few large customers that survived (Narayandas, 2003: 1). Globalization, hyper-competition, the rapid rise of information technology, and the commoditization of many products through e-commerce have resulted in better visibility of demand and supply and lower switching costs. Logistics and communication advances have made buying from across the globe as easy as buying locally (Schäfer, 2007: 10). All this has lead to an erosion of customer loyalty and the ability to seek lower priced, better quality options from a wide variety of suppliers instantaneously. Therefore, building customer loyalty through relationship management is not a choice anymore for most businesses; it is crucial for the achievement of sustainable competitive advantage (Sheth & Shainesh, 2001). This report to the head of marketing of an imaginary business-to-business supplier aims to discuss the implementation of a customer relationship management (CRM) system. More specifically, the author will define the relevant terms, outline the suggested CRM techniques, and highlight their potential benefits and limitations. At the end, some final conclusions and recommendations will be presented.

B2B Customer Insight

John Barrett
B2B Customer Insight Book PDF

Author : John Barrett
Publisher : IAP
Page : 119 pages
File Size : 51,7 Mb
Release : 2012-12-01
Category : Business & Economics
ISBN : 9781617359880

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B2B Customer Insight by John Barrett Pdf

For the first time in book form, “B2B Customer Insight: The Proven Path to Growth,” will reveal how customer insight surveys tailored to B2B relationships generate significant strategic data; data that, when properly applied, enables company management to expand their share of existing markets as well as successfully penetrate new ones. When these surveys are regularly conducted and implemented, they lead to increased long-term profits and sustainable growth. This book will appeal to virtually anyone wanting to learn about the hidden dynamics of B2B transactions, and how to make those dynamics work in a supplier’s favor in their customer relationships and overall business development. In my 20 years of consulting with large manufacturing companies in a variety of industries, I’ve been able to develop a tested and proven customer insight methodology that I will share for the first time in this book. Utilizing real-life case studies with clients who have agreed to participate in this project, I will also discuss how this research process should never stop with the numbers. Instead, it should provide practical and impactful solutions to specific business dilemmas. The advantage of offering actual case studies of companies who successfully made significant changes (of course based on our PMG customer insight surveys) will also differentiate us from other B2B business books that lack hard, fact-based guidance as well as multiple examples of genuine and significant application.

Proceedings of IAC 2023 in Vienna

Group of Authors
Proceedings of IAC 2023 in Vienna Book PDF

Author : Group of Authors
Publisher : Czech Institute of Academic Education
Page : 134 pages
File Size : 52,6 Mb
Release : 2023-07-06
Category : Business & Economics
ISBN : 9788088203339

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Proceedings of IAC 2023 in Vienna by Group of Authors Pdf

International Academic Conferences: Management, Economics and Marketing (IAC-MEM) Teaching, Learning and E-learning (IAC-TLEl) Engineering, Transport, IT and Artificial Intelligence (IAC-ETITAI)

The Internet and the Customer-Supplier Relationship

Stefano Ronchi
The Internet and the Customer Supplier Relationship Book PDF

Author : Stefano Ronchi
Publisher : Routledge
Page : 218 pages
File Size : 46,8 Mb
Release : 2018-01-12
Category : Social Science
ISBN : 9781351771429

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The Internet and the Customer-Supplier Relationship by Stefano Ronchi Pdf

This title was first published in 2003. An exhaustive and synthetic framework for the use of Internet tools in customer-supplier relationships is one aspect of e-business that is still missing from existing literature. This book analyses the main management implications related to the adoption of the Internet in the supply chain and unifies different research studies and contributions in order to build such a framework. It is based on wide empirical evidence including four in-depth case studies in both Europe and the US, a cross-industry survey of more than 160 US companies and website research describing emerging Internet initiatives in B2B relationships. By creating a concrete link between theory and practice it should appeal to academics and practitioners alike.

The Power of Two

C. Cordón,T. Vollmann
The Power of Two Book PDF

Author : C. Cordón,T. Vollmann
Publisher : Springer
Page : 194 pages
File Size : 42,7 Mb
Release : 2008-07-02
Category : Business & Economics
ISBN : 9780230594968

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The Power of Two by C. Cordón,T. Vollmann Pdf

The Power of Two presents the best way for your company to increase competitive advantage. By forming close collaborative relationships with a small set of customers and suppliers you can achieve a significant cost advantage over your competitors, increase your market share and achieve significant top line growth.

Working in Partnership

Bernard Burnes,B. G. Dale
Working in Partnership Book PDF

Author : Bernard Burnes,B. G. Dale
Publisher : Gower Publishing, Ltd.
Page : 204 pages
File Size : 55,9 Mb
Release : 1998
Category : Business & Economics
ISBN : 0566079976

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Working in Partnership by Bernard Burnes,B. G. Dale Pdf

Working in partnership with customers and suppliers is a pivotal part of the cultural change from being shareholder focused to stakeholder focused, which many organizations now see as essential in securing their future success. This book draws on the experience of practicing managers working in this development area and provides advice on all relevant issues, for the benefit of any organization wanting to develop a closer working relationship with their customers or suppliers.

Changing Market Relationships in the Internet Age

Jean-Jacques Lambin
Changing Market Relationships in the Internet Age Book PDF

Author : Jean-Jacques Lambin
Publisher : Presses univ. de Louvain
Page : 198 pages
File Size : 48,8 Mb
Release : 2013-04-03
Category : Business & Economics
ISBN : 2874631191

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Changing Market Relationships in the Internet Age by Jean-Jacques Lambin Pdf

This essay attempts to structure a forward-looking approach to the evolving role of marketing in today's economy. Many organisations today recognize the need to become more market responsive in the global and interconnected market in which they operate.

Power in Business Relationships

Dariusz Siemieniako,Maciej Mitręga,Hannu Makkonen,Gregor Pfajfar
Power in Business Relationships Book PDF

Author : Dariusz Siemieniako,Maciej Mitręga,Hannu Makkonen,Gregor Pfajfar
Publisher : Taylor & Francis
Page : 106 pages
File Size : 42,7 Mb
Release : 2022-07-08
Category : Business & Economics
ISBN : 9781000685534

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Power in Business Relationships by Dariusz Siemieniako,Maciej Mitręga,Hannu Makkonen,Gregor Pfajfar Pdf

Focusing on the issue of power as the main building block of relationships between business buyers and sellers, this book explains the complex nature of power with its multidimensional and multi-directional character. As a complex construct, inter-firm power is treated as a matter of perception as well as in terms of total and relative power. The book analyses extensively the issue of power asymmetry with its dynamics and its consequences for business-to-business (B2B) relationships, particularly analyzing the dynamic mechanism of power. Various theoretical domains or research streams regarding managing an asymmetrical business relationship by the weaker partner are also examined. Based on the studies of other scholars as well as on the authors' own research, this book shows how weaker suppliers or buyers deal with high-power partners in business relationships and the approaches of more powerful parties to asymmetrical relationship development. Additionally, the book presents the specific nature of power in international B2B relationships, including its connection to culture and conflict, as well as how to handle power in managing export performance within international B2B relationships. It is written for scholars and students who are interested in academic research concerning B2B marketing and B2B relationship marketing domains, specifically those who are interested in literature dealing with supply chain management, key account management, relationship portfolio management, distribution channel management and the network approach.

B2B Customer Engagement Strategy

Daniel D. Prior
B2B Customer Engagement Strategy Book PDF

Author : Daniel D. Prior
Publisher : Springer Nature
Page : 233 pages
File Size : 54,7 Mb
Release : 2023-04-03
Category : Business & Economics
ISBN : 9783031234095

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B2B Customer Engagement Strategy by Daniel D. Prior Pdf

Business to business (B2B) transactions account for 60-70% of all transactions globally. Considering this, many supplier firms aspire to create high levels of customer engagement, and this involves identifying various ways to improve customer experience. In fact, companies such as Google, Amazon, Microsoft, and others now employ professionals in customer engagement roles and dedicate entire corporate divisions to ensure seamless customer engagement. Creating high customer engagement is challenging without a cohesive, strategic approach – particularly in B2B markets. This textbook introduces students to customer engagement strategy in B2B markets, the foundation of which is customer engagement capability. Companies must develop and implement four sub-capabilities – customer journey management, customer relationship management, customer communications and data analytics and insight to succeed. With a myriad of case studies, discussion questions and prompts for further reading, the textbook translates theory into practice and serves as a useful foundation for executive courses as well as fundamental reading for masters-level specialist courses in customer engagement, marketing, sales, and strategy. In addition, practitioners in supplier firms will also be able to use to build their customer engagement capability.

Market-Driven Management

Jean-Jacques Lambin,Isabelle Schuiling
Market Driven Management Book PDF

Author : Jean-Jacques Lambin,Isabelle Schuiling
Publisher : Bloomsbury Publishing
Page : 676 pages
File Size : 48,8 Mb
Release : 2012-07-19
Category : Business & Economics
ISBN : 9781350305236

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Market-Driven Management by Jean-Jacques Lambin,Isabelle Schuiling Pdf

Market-Driven Management adopts a broad approach to marketing, integrating the strategic and operational elements of the discipline. Lambin's unique approach reflects how marketing operates empirically, as both a business philosophy and an action-oriented process. Motivated by the increased complexity of markets, globalisation, deregulation, and the development of e-commerce, the author challenges the traditional concept of the 4Ps and the functional roles of marketing departments, focusing instead on the concept of market orientation. The book considers all of the key market stakeholders, arguing that developing market relations and enhancing customer value is the responsibility of every member of the organization, and that the development of this customer value is the only way for a firm to achieve profit and growth. New to this edition: - Greater coverage of ethical issues and corporate social responsibility; cultural diversity; value and branding and the economic downturn - Broad international perspective - Thoroughly revised to reflect the latest academic thinking and research With its unique approach, international cases and complementary online resources, this book is ideal for postgraduate and upper level undergraduate students of marketing, and for MBAs and Executive MBAs.

Analyzing and comparing transactional and relationship marketing

Fotini Mastroianni
Analyzing and comparing transactional and relationship marketing Book PDF

Author : Fotini Mastroianni
Publisher : GRIN Verlag
Page : 20 pages
File Size : 46,5 Mb
Release : 2017-04-03
Category : Business & Economics
ISBN : 9783668427037

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Analyzing and comparing transactional and relationship marketing by Fotini Mastroianni Pdf

Essay from the year 2014 in the subject Business economics - Offline Marketing and Online Marketing, , language: English, abstract: In today’s modern business environment, the development of close and long-term relationships is a strategy which aims at creating competitive advantage and the successful revival of businesses. The scientific field of marketing has created “relationship marketing” which deals with the study of these relationships. The present essay focuses on analyzing and comparing transactional and relationship marketing. It presents the IMP Group interaction approach which is considered as one of the most prevalent approaches of relationship marketing. The IMP Group approach is analyzed and more specifically its implementation in the purchasing process is studied. IBM is the company that is taken as an implementation example of the IMP Group approach. In IBM’s case study relationship marketing and IMP Group approach are successfully implemented and are in full accordance with the relevant theory.

Customer Loyalty and Supply Chain Management

Ivan Russo,Ilenia Confente
Customer Loyalty and Supply Chain Management Book PDF

Author : Ivan Russo,Ilenia Confente
Publisher : Routledge
Page : 135 pages
File Size : 46,6 Mb
Release : 2017-08-03
Category : Business & Economics
ISBN : 9781351669351

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Customer Loyalty and Supply Chain Management by Ivan Russo,Ilenia Confente Pdf

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.

Selling IT

Sandip Mukhopadhyay,Srinivas Pingali,Amitabh Satyam
Selling IT Book PDF

Author : Sandip Mukhopadhyay,Srinivas Pingali,Amitabh Satyam
Publisher : Taylor & Francis
Page : 231 pages
File Size : 55,5 Mb
Release : 2021-09-26
Category : Business & Economics
ISBN : 9781000452587

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Selling IT by Sandip Mukhopadhyay,Srinivas Pingali,Amitabh Satyam Pdf

Information technology (IT) is an essential core of the economy today. Corporations and governments worldwide rely on it to drive their core strategy and develop and execute business models. Amounting to over 3.7 trillion US dollars of worldwide spending, the growing significance of the IT industry in the global economy is now well established. Hence, it is crucial to understand the marketplace within which it exists, and this book presents a systematic analysis of the processes, techniques, and methods involved in IT sales and marketing. In Selling IT, the book: Integrates a large IT provider’s selling process with the enterprise user’s IT buying process to highlight the nuances of selling, marketing, and developing IT solutions that create value for customers Discusses various key concepts such as value-based IT selling, business case for IT acquisition, vendor evaluation and management, account and customer relationship management, customer segmentation, and techniques for customer acquisition and retention Analyses the challenges and opportunities involved in selling digital IT and examines the evolution of jobs and careers based on the changed IT landscape Includes lesson plans, case studies, and chapter-wise practice questions to support teaching and learning The book boasts a robust theoretical foundation supported by a clear exposition of concepts and management theories. It will be of benefit to professionals using organisation-mandated selling processes. Young executives with a technology background looking for a sales and marketing career in the IT industry can also effectively use this book. It will also be an essential read for scholars and researchers in B2B marketing, IT consulting, technology sales, and digital transformation.