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Business Relationships for Competitive Advantage

Managing Alignment and Misalignment in Buyer and Supplier Transactions

  • Andrew Cox
  • Chris Lonsdale
  • Joe Sanderson
  • Glyn Watson

Table of contents

  1. Front Matter
    Pages i-xii
  2. Business Relationship Management in Theory and Practice

    1. Front Matter
      Pages 1-1
    2. Andrew Cox, Chris Lonsdale, Joe Sanderson, Glyn Watson
      Pages 3-31
    3. Andrew Cox, Chris Lonsdale, Joe Sanderson, Glyn Watson
      Pages 32-51
    4. Andrew Cox, Chris Lonsdale, Joe Sanderson, Glyn Watson
      Pages 52-94
    5. Andrew Cox, Chris Lonsdale, Joe Sanderson, Glyn Watson
      Pages 95-131
  3. Alignment and Misalignment in Business Relationship Management

    1. Front Matter
      Pages 133-133
    2. Andrew Cox, Chris Lonsdale, Joe Sanderson, Glyn Watson
      Pages 135-162
    3. Andrew Cox, Chris Lonsdale, Joe Sanderson, Glyn Watson
      Pages 163-192
    4. Andrew Cox, Chris Lonsdale, Joe Sanderson, Glyn Watson
      Pages 193-222
  4. Decision Support Tools for Improving Business Relationships

    1. Front Matter
      Pages 223-223
    2. Andrew Cox, Chris Lonsdale, Joe Sanderson, Glyn Watson
      Pages 225-238
  5. Back Matter
    Pages 239-246

About this book

Introduction

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.

Keywords

business management Portfolio relationship management

Authors and affiliations

  • Andrew Cox
    • 1
  • Chris Lonsdale
    • 2
  • Joe Sanderson
    • 2
  • Glyn Watson
    • 2
  1. 1.Centre for Business Strategy and Procurement in the Birmingham Business SchoolUniversity of BirminghamUK
  2. 2.Birmingham Business SchoolUK

Bibliographic information

Industry Sectors
Pharma
Automotive
Chemical Manufacturing
Biotechnology
Finance, Business & Banking
Electronics
Telecommunications
Consumer Packaged Goods