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by Antonella La Rocca (Author)
About the Author
Antonella La Rocca is Associate Professor at Rennes School of Business, France, where she teaches B2B marketing. She is an Associate Editor of the Journal of Business and Industrial Marketing and on the board of the Association for Key Account Management. Her main research interests are innovation, entrepreneurship, and sales in business markets. She has co-edited volumes on innovation in healthcare and new business venturing, and is the author of several publications in Industrial Marketing Management, Management Decision and the IMP Journal.
About this book
This book explores customer-supplier relationships in B2B markets focusing on interaction between parties. Drawing on three fields of research – studies of relationships in marketing, social interactionism in sociology, and sense-making in social psychology – the author explores the concepts and roles of actors in business relationships and how the behaviour of actors within an interaction affects the development of those relationships.Based on a review of prior research and an original empirical study, the author argues that the presence of continuous close relationships between the customer and supplier organisations bestows features of a business network on B2B markets, with distinct interdependencies and ubiquitous interactions. Exploring buyer-seller interactions, the author contends that actors’ mutually perceived identities – continuously emergent and relationship-specific – are the main factor in the development of business relationships and discusses the implications for management practice and research.
Brief Contents
1 Exploring the Role of Actors in the Formation of Market Relationships 1
1.1 The Peculiarity of Business Markets 1
1.2 The Issues in Focus 7
1.3 The Study Approach and Methodology 12
1.4 Organisation of the Volume 21
References 23
2 Perspectives on Market: Business Markets as Networks 29
2.1 Comparing Perspectives on Market 29
2.2 Market as Exchange Mechanism 30
2.3 Market as Institution 36
2.4 Market in the Marketing Perspective 42
2.5 Market-as-Network 46
2.6 Summary 58
References 60
3 Analysing Customer Supplier Relationships in Business Markets 67
3.1 The Substance of Relationships 67
3.2 Relationships in Markets 68
3.3 Content and Functions of Interorganisational Business Relationships 73
3.4 Connecting Resources, Activities and Actors 77
3.5 Interaction in Business Relationships 82
3.6 Interlocking of Behaviours and its Consequences 86
References 91
4 Actors in Interaction 95
4.1 Actors from an Interaction Perspective 95
4.2 Actors in Business Relationships 96
4.3 Perceptions, Interpretations and Behaviours in Interaction 100
4.4 Symbolic Interactionism 104
4.5 Identity Construction and Sensemaking 108
4.6 Actors’ Identities in Business Relationships 111
4.7 Interaction’s Actors: Inter-actors 115
References 117
5 An Empirical Study of Interaction in Business Relationships 123
5.1 Organisation of the Field Study 123
5.2 Differences in Identity Attributed by Different Customers to the Same Supplier 130
5.3 Change in Attributed Identities from Interaction to Interaction 143
5.4 Reflections on Methodology and Limitation of the Study 154
References 161
6 Interaction and Identities in Business Relationships 163
6.1 The Meaning of Interaction in Business Relationships 163
6.2 The Significance of Heterogeneity and Change in Relational Identities 166
6.3 Interaction’s Actors 170
6.4 Implications for Research and Practice 177
References 186
Index 193
Print Length : 224 pages
Language : English
ASIN : B085X9SMGZ
Publisher : Palgrave Macmillan; 1st Edition (March 14, 2020)
Palgrave __Customer-Supplier Relationships in B2B An Interaction Perspective on .pdf
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