Business Relationships for Competitive Advantage: Managing Alignment and Misalignment in Buyer and Supplier Transactions

Andrew Cox*, Christopher Lonsdale, Joseph Sanderson, Glyn Watson

*Corresponding author for this work

Research output: Book/ReportBook

18 Citations (Scopus)

Abstract

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.

Original languageEnglish
PublisherPalgrave Macmillan
Number of pages246
ISBN (Electronic)9780230509191
ISBN (Print)9781403919045
DOIs
Publication statusPublished - 19 Dec 2003

ASJC Scopus subject areas

  • Economics, Econometrics and Finance(all)
  • Business, Management and Accounting(all)

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