Authors:
Reviews how different research streams treat the idea of market relationships, and how these work
Based on original field research with 128 observations on 32 customer–industrial company relationships
Offers novel insights on how interaction behaviours impact the development of buyer–seller relationships
Argues that actors in business relationships have fluid boundaries and are characterized by jointness, and multiple and transient identities
Shows that actors in interaction (‘interactors’) need capabilities beyond the traditional managerial skills of analysis, planning, and decision-making
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Table of contents (6 chapters)
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Front Matter
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Back Matter
About this book
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.
Authors and Affiliations
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Rennes School of Business, Rennes, France
Antonella La Rocca
About the author
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.
Bibliographic Information
Book Title: Customer-Supplier Relationships in B2B
Book Subtitle: An Interaction Perspective on Actors in Business Networks
Authors: Antonella La Rocca
DOI: https://doi.org/10.1007/978-3-030-40993-7
Publisher: Palgrave Macmillan Cham
eBook Packages: Business and Management, Business and Management (R0)
Copyright Information: The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerland AG 2020
Hardcover ISBN: 978-3-030-40992-0Published: 15 March 2020
Softcover ISBN: 978-3-030-40995-1Published: 15 March 2021
eBook ISBN: 978-3-030-40993-7Published: 14 March 2020
Edition Number: 1
Number of Pages: XVIII, 200
Number of Illustrations: 1 b/w illustrations, 9 illustrations in colour
Topics: Marketing, Sales/Distribution