Business Relationships for Competitive Advantage

This volume provides a summary and critical appraisal of the thinking that 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 18 examples drawn from a variety of business cases and circumstances.