Managing Business Relationships

* Enables students and managers to understand the reality of business networks and how to manage them * Updated with the IMP Group s latest thinking from research, consulting and teaching experience over the past five years * Includes case material from across Europe .
No company is an island in the world of business. Each company is locked into a complex network of relationships with its customers, suppliers and other counterparts. What happens in these relationships is critical to the success of any business. Managing a company’s relationships and its position in the network is a central, but often misunderstood aspect of business.

This new edition of Managing Business Relationships aims to help managers and students understand the reality of business networks and how to manage in them. It has been entirely rewritten to include the latest thinking and research from the IMP (Industrial Marketing and Purchasing) Group an