(Focus on Business and Management)
by Dariusz Siemieniako (Author), Maciej Mitręga (Author), Hannu Makkonen (Author), Gregor Pfajfar (Author)
Focusing
on the issue of power as the main building block of relationships
between business buyers and sellers, this book explains the complex
nature of power with its multidimensional and multi-directional
character.
As a complex construct, inter-firm power
is treated as a matter of perception as well as in terms of total and
relative power. The book analyses extensively the issue of power
asymmetry with its dynamics and its consequences for
business-to-business (B2B) relationships, particularly analyzing the
dynamic mechanism of power. Various theoretical domains or research
streams regarding managing an asymmetrical business relationship by the
weaker partner are also examined. Based on the studies of other scholars
as well as on the authors' own research, this book shows how weaker
suppliers or buyers deal with high-power partners in business
relationships and the approaches of more powerful parties to
asymmetrical relationship development. Additionally, the book presents
the specific nature of power in international B2B relationships,
including its connection to culture and conflict, as well as how to
handle power in managing export performance within international B2B
relationships.
It is written for scholars and
students who are interested in academic research concerning B2B
marketing and B2B relationship marketing domains, specifically those who
are interested in literature dealing with supply chain management, key
account management, relationship portfolio management, distribution
channel management and the network approach.
