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Firm Competitive Advantage Through Relationship Management

A Theory for Successful Sustainable Growth

Authors: Deszczyński, Bartosz

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  • Develops a theory on relationship management based upon sound academic research 
  • Draws on real life examples to examine why some companies are more successful at relationship management than others
  • Highly relevant in an era when more companies are turning to a relationship-orientated business model
  • This book is open access, which means that you have free and unlimited access
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eBook  
  • ISBN 978-3-030-67338-3
  • This book is an open access book, you can download it for free on link.springer.com
Hardcover $37.99
price for USA in USD
  • ISBN 978-3-030-67337-6
  • Free shipping for individuals worldwide
  • Institutional customers should get in touch with their account manager
  • Covid-19 shipping restrictions
  • Usually ready to be dispatched within 3 to 5 business days, if in stock
About this book

Relationship management (RM) is an essential part of business, but its success as a business model can be hard to measure, with some firms embracing a model that is truly relationship-orientated, while others claim to be relationship-orientated but in fact prefer transactional short-term gain. 

This open access book aims to develop a mid-range theory of relationship management, examining truly relationship-orientated firms to discover not only what qualities these firms have that make them successful at the RM model, but also what benefits this model has for the firm. It addresses questions like how RM-mature companies achieve and sustain competitive advantage, and what determines the scale and scope of these firms, illustrating with case studies. 

This book will be of interest to scholars studying leadership and strategy, especially those interested in relationship management, business ethics and corporate social responsibility. It will also be of interest to professionals looking to develop their understanding of relationship management.

About the authors

Bartosz Deszczyński has been professionally involved in managing business relationships since 2003. He is Assistant Professor at Poznań University of Economics and Business, Poland in the Chair of International Marketing and an active consultant on CRM. He leads research project on relationship management funded by the Polish National Science Centre.

Reviews

"The book addresses one of the long standing topics in strategy and marketing literatures that is interorganizational relationships. The author rigorously develops a measurement scale (a self-assessment tool), and provides adequate theoretical framing, validation, and discussion. The idea is that firms develop to various degrees useful features, and that these features form dimensions. Therefore a scale can be developed to measure how well does a firm do on those dimensions, and aggregate the scores to some kind of normative scale with mature and immature at both extremities. As a result readers receive a comprehensive, yet focused work on why relationships matter, how to measure organizational maturity in this respect, how do perform a self-assessment and what does this imply for their prospective performance. Interestingly, evidence that only mature firms can benefit from relationship management indicates a strategic choice: if managers want to benefit from relationships, then they need to care for the firms relational maturity."

 

-          Wojciech Czakon, Jagiellonian University, Kraków, Poland

Table of contents (5 chapters)

Table of contents (5 chapters)
  • Research on the Competitive Advantage of the Firm

    Pages 1-20

    Deszczyński, Bartosz

  • Theoretical Foundations of the Relationship Management Mid-Range Theory

    Pages 21-65

    Deszczyński, Bartosz

  • Relationship Management Maturity

    Pages 67-120

    Deszczyński, Bartosz

  • Validating the Relationship Management Maturity Concept

    Pages 121-158

    Deszczyński, Bartosz

  • Developing the Relationship Management Upper Mid-Range Theory

    Pages 159-216

    Deszczyński, Bartosz

Buy this book

eBook  
  • ISBN 978-3-030-67338-3
  • This book is an open access book, you can download it for free on link.springer.com
Hardcover $37.99
price for USA in USD
  • ISBN 978-3-030-67337-6
  • Free shipping for individuals worldwide
  • Institutional customers should get in touch with their account manager
  • Covid-19 shipping restrictions
  • Usually ready to be dispatched within 3 to 5 business days, if in stock
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Bibliographic Information

Bibliographic Information
Book Title
Firm Competitive Advantage Through Relationship Management
Book Subtitle
A Theory for Successful Sustainable Growth
Authors
Copyright
2021
Publisher
Palgrave Macmillan
Copyright Holder
The Editor(s) (if applicable) and The Author(s)
eBook ISBN
978-3-030-67338-3
DOI
10.1007/978-3-030-67338-3
Hardcover ISBN
978-3-030-67337-6
Edition Number
1
Number of Pages
XXI, 279
Number of Illustrations
24 b/w illustrations
Topics