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Planning strategic relationships

In: Retail Therapy

Author

Listed:
  • Rob Jones
  • Dan Murphy

Abstract

Because relationships are at the heart of this book, we’re going to spend some time thinking about how to manage them. Is there really such a thing as a business relationship or is that just a figure of speech? Maybe relationships are things to leave behind when we set off for the office. And what about relationships between businesses? And if there really are business relationships, should they be managed using emotions or logic? We’re going to think about whether being tough is the same thing as being business-like. We’re going to think about whether there’s a link between co-operation and being weak. The answers to these questions have a bearing on everything from supplier negotiations to employee discipline. Our route might seem roundabout at times, but our destination is very close to home.

Suggested Citation

  • Rob Jones & Dan Murphy, 2003. "Planning strategic relationships," Palgrave Macmillan Books, in: Retail Therapy, chapter 0, pages 50-67, Palgrave Macmillan.
    • Handle: RePEc:pal:palchp:978-1-4039-1451-4_4
    DOI: 10.1057/9781403914514_4
    as

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