by David Ford, Lars-Erik Gadde, Håkan Håkansson, Ivan Snehota · Wiley · tapa blanda · ISBN 9780470851258
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«Managing Business Relationships» is the business management handbook by David Ford, Lars-Erik Gadde, Håkan Håkansson and Ivan Snehota (Wiley, paperback).
The work starts from the idea that no company is self-sufficient: all operate embedded in networks of relationships with suppliers, customers, distributors and development partners. It analyzes how managers should evaluate those relationships and the actions of their counterparts, and proposes a model for managing the company's position in the network. It draws on the research of the IMP group (Industrial Marketing and Purchasing).
Second edition; «Managing Business Relationships» originally appeared in 1998 and this English version, 228 pages, is from July 2003.
For marketing and purchasing students at MBA level or in final undergraduate years, and for professionals in purchasing, marketing and technical development.
David Ford is an English former professional footballer, who played as a winger for Sheffield Wednesday, Newcastle United, Sheffield United and Halifax Town. His career lasted from 1965 to 1976 during which time he made 245 league appearances with 15 as substitute and scored 42 goals. He was an attacking right sided player.
