Winning Competitive Advantage Through Business Relationships: Procurement Management, Supplier Alliances, and Disruption

Author: (English) Cox
Publisher:
Publish Date: 2005-08-01
Features: Buyers are seeking how to deal with suppliers, while sellers are looking for excellent customers. How can buyers and suppliers achieve effective alliances? This new book summarizes the core ideas of mainstream schools in the field of effective relationship management between buyers and suppliers. These core ideas include purchase combination analysis, transaction cost economics, management of efficient lean supply, customer relationship management, and the resource-based view. The author discards the one-sided analytical methods of each school while advocating an integrated analytical approach based on industry marketing and purchasing, and relationship portfolio positioning. The book also illustrates how to apply this new method to appropriately manage business relationships through numerous case studies.