Power in Business Relationships: Dynamics, Strategies and Internationalisation

This book explores the complex nature of power in business relationships, particularly focusing on power asymmetry and its impact on B2B relationships. It examines various theoretical domains and research streams related to managing asymmetrical relationships and presents strategies for weaker partners to deal with high-power partners. It also highlights the specific nature of power in international B2B relationships and offers insights into managing export performance within these relationships. The book is intended for scholars and students interested in academic research in the fields of B2B marketing and relationship marketing.

Format: Hardback
Length: 118 pages
Publication date: 08 July 2022
Publisher: Taylor & Francis Ltd

Focusing on the pivotal role of power as the primary catalyst of relationships between business buyers and sellers, this comprehensive book delves into the intricate nature of power, characterized by its multifaceted and multidirectional essence. As a complex construct, inter-firm power is approached from both a perception-based perspective and in terms of overall and relative power. Extensive analysis is conducted to examine power asymmetry, its dynamic nature, and its profound consequences for business-to-business (B2B) relationships. In particular, the book delves into the intricate mechanisms of power, shedding light on its interplay and impact on these interactions. Additionally, the book explores various theoretical domains and research streams related to managing asymmetrical business relationships by the weaker partner. Drawing from the insights of scholars and the authors' own research, this book showcases how weaker suppliers and buyers navigate high-power partnerships in business relationships, as well as the strategies employed by more powerful parties in fostering asymmetrical relationship development. Furthermore, the book delves into the unique characteristics of power in international B2B relationships, including its interplay with culture and conflict, and provides valuable guidance on how to effectively manage power in the context of managing export performance within international B2B contexts. This book is meticulously crafted for scholars and students with a keen interest in academic research within the domains of B2B marketing and B2B relationship marketing. Specifically, those with a passion for literature addressing supply chain management, key account management, relationship portfolio management, distribution channel management, and the network approach will find this book to be an invaluable resource.

Weight: 400g
Dimension: 216 x 138 (mm)
ISBN-13: 9780367549923