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

Business Relationships for Competitive Advantage

Managing Alignment and Misalignment in Buyer and Supplier Transactions

Hardcover Published: 19th December 2003
ISBN: 9781403919045
Number Of Pages: 246

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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.

List of Figuresp. viii
Prefacep. x
Notes on the Contributorsp. xii
Business Relationship Management in Theory and Practice
Current Approaches to the Analysis of Business Relationshipsp. 3
Current approaches to business relationship managementp. 3
Business transactions and relationships in theory and practicep. 23
Conclusionp. 26
Power, Leverage and the Strategic Purposes of Business Relationshipsp. 32
Managing strategic ends in circumstances of buyer and supplier powerp. 33
The power matrix: understanding the power circumstance between buyers and suppliersp. 40
Using leverage to improve power positions and commercial resultsp. 45
Conclusionp. 50
The Operational Means for Successful Business Relationship Managementp. 52
The commercial and operational sourcing choices of the buyerp. 52
The commercial and operational customer/account management choices of the supplierp. 62
The ideal and the optimal: selecting appropriate relationship management stylesp. 75
Conclusionp. 92
A Framework for the Alignment of Buyer and Supplier Relationshipsp. 95
Value appropriation outcomes in buyer and supplier exchangep. 95
Six ideal-typical frameworks for the successful alignment of buyer and supplier relationshipsp. 103
Conclusion: using ideal-typical frameworks to understand and correct relationship misalignmentsp. 127
Alignment and Misalignment in Business Relationship Management
Cases in Aligned Buyer and Supplier Relationship Managementp. 135
Aligned arm's-length buyer dominance: the closures casep. 135
Aligned arm's-length reciprocity: the consumables casep. 139
Aligned arm's-length supplier dominance: the decision-control casep. 145
Aligned buyer-dominant collaboration: the sub-assembly outsourcing casep. 149
Aligned reciprocal collaboration: the fan cowl doors casep. 154
Aligned supplier-dominant collaboration: the flow management casep. 158
Cases in Misaligned and Sub-Optimal Buyer and Supplier Relationship Managementp. 163
Misaligned and sub-optimal arm's-length buyer dominance: the licensing casep. 163
Misaligned and sub-optimal arm's-length reciprocity: the air travel casep. 168
Misaligned and sub-optimal arm's-length supplier dominance: the pipeline casep. 172
Misaligned and sub-optimal buyer-dominant collaboration: the construction casep. 176
Misaligned and sub-optimal reciprocal collaboration: the IT outsourcing casep. 181
Misaligned and sub-optimal supplier-dominant collaboration: the bio-materials waste casep. 187
Cases in Dysfunctional Buyer and Supplier Relationship Managementp. 193
Dysfunctional arm's-length buyer dominance: the telecommunications casep. 193
Dysfunctional arm's-length reciprocity: the reverse auction casep. 198
Dysfunctional arm's-length supplier dominance: the insourcing casep. 203
Dysfunctional buyer-dominant collaboration: the rings and prismatics casep. 207
Dysfunctional reciprocal collaboration: the engine controls casep. 213
Dysfunctional supplier-dominant collaboration: the logistics casep. 218
Decision Support Tools for Improving Business Relationships
A Way Forward for Managersp. 225
Winning internal support for relationship management strategiesp. 225
A decision-tree for aligning buyer-supplier relationshipsp. 229
The outcomes of relationship opportunism in different power scenariosp. 232
Conclusionp. 236
Indexp. 239
Table of Contents provided by Ingram. All Rights Reserved.

ISBN: 9781403919045
ISBN-10: 1403919046
Audience: General
Format: Hardcover
Language: English
Number Of Pages: 246
Published: 19th December 2003
Publisher: Palgrave USA
Country of Publication: GB
Dimensions (cm): 22.3 x 13.87  x 1.88
Weight (kg): 0.43
Edition Number: 1

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