2004 | OriginalPaper | Buchkapitel
The Operational Means for Successful Business Relationship Management
verfasst von : Andrew Cox, Chris Lonsdale, Joe Sanderson, Glyn Watson
Erschienen in: Business Relationships for Competitive Advantage
Verlag: Palgrave Macmillan UK
Enthalten in: Professional Book Archive
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The discussion of operational means that follows is divided into three sections. The first section focuses on the commercial sourcing outcomes and operational supplier management approaches that buyers can select from when they consider how best to achieve power leverage and repositioning.The second section focuses on the commercial customer outcomes and the operational account management approaches that suppliers can select from when they consider how to achieve power leverage and repositioning.The final section discusses the range of relationship management styles that buyers and suppliers can select from, and which must be aligned with commercial and operational choices, for effective and successful relationship management to occur.