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The Operational Means for Successful Business Relationship Management

In: Business Relationships for Competitive Advantage

Author

Listed:
  • Andrew Cox

    (University of Birmingham)

  • Chris Lonsdale

    (Birmingham Business School)

  • Joe Sanderson

    (Birmingham Business School)

  • Glyn Watson

    (Birmingham Business School)

Abstract

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.

Suggested Citation

  • Andrew Cox & Chris Lonsdale & Joe Sanderson & Glyn Watson, 2004. "The Operational Means for Successful Business Relationship Management," Palgrave Macmillan Books, in: Business Relationships for Competitive Advantage, chapter 3, pages 52-94, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-0-230-50919-1_3
    DOI: 10.1057/9780230509191_3
    as

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