Managing Business Relationships

by David Ford, Lars-Erik Gadde, Håkan Håkansson

The aim of this book is to encapsulate the research and understanding of the authors about the problems of companies operating in business markets, in a style that should excite and assist the thinking manager. The authors are members of the IMP (Industrial Marketing and Purchasing) Group and have carried out a number of wide-ranging studies into the complex problems that companies have in managing their relationships with customers, suppliers and other partners in the business market.

228 pages, Paperback

First published April 1, 1998

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