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Power in Business Relationships

- Dynamics, Strategies and Internationalisation

Power in Business Relationships

- Dynamics, Strategies and Internationalisation
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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.

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kr 545
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20 kr
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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.

Produktdetaljer
Sprog: Engelsk
Sider: 118
ISBN-13: 9780367549923
Indbinding: Hardback
Udgave:
ISBN-10: 0367549921
Udg. Dato: 8 jul 2022
Længde: 15mm
Bredde: 226mm
Højde: 146mm
Forlag: Taylor & Francis Ltd
Oplagsdato: 8 jul 2022
Forfatter(e) Gregor Pfajfar, Hannu Makkonen, Dariusz Siemieniako, Maciej Mitrega


Kategori Selvstændige, Små og mellemstore virksomheder


ISBN-13 9780367549923


Sprog Engelsk


Indbinding Hardback


Sider 118


Udgave


Længde 15mm


Bredde 226mm


Højde 146mm


Udg. Dato 8 jul 2022


Oplagsdato 8 jul 2022


Forlag Taylor & Francis Ltd

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