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Customer-Supplier Relationships in B2B

An Interaction Perspective on Actors in Business Networks

Antonella La Rocca

978-3-030-40993-7

2020
Edition 1
- 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
€180 €162
10% OFF

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