Current Approaches to the Analysis of Business Relationships

This book discusses the appropriate management of business-to-business relationships. It is not, therefore, a book about how humans beings can or should manage all of their personal or their economic relationships. The book focuses instead on buying and selling relationships between organisations, whose purpose (at least theoretically if not always in practice) is to maximise the returns for their shareholders or owners. While this activity may sometimes involve individuals acting as buyers from, and suppliers to, business organisations the primary focus is on buying and selling relationships between organisations.