Business-to-business: A Global Network Perspective by Mario GlowikBusiness-to-business: A Global Network Perspective by Mario Glowik

Business-to-business: A Global Network Perspective

byMario Glowik, Sarah Maria BruhsEditorMario Glowik

Paperback | November 2, 2015

Pricing and Purchase Info

$82.20 online 
$88.10 list price save 6%
Earn 411 plum® points

Prices and offers may vary in store

Quantity:

In stock online

Ships free on orders over $25

Not available in stores

about

Contemporary business-to-business (B2B) industries consist of networks of customers, competitors and other stakeholders. Firms which manage their relationships with these important stakeholders are more likely to enjoy a sustained competitive advantage in the international business environment. This book is the first to provide a comprehensive overview of the field from a broad and accessible perspective.

The authors bring an authoritative, scholarly understanding to the subject, taking readers through the entire process of creating, developing and maintaining B2B networks. Case studies illustrating each chapter include: Apple, Panasonic, Johnson & Johnson, Epson and Samsung.

In providing a single and explicit established academic framework for understanding business networks in a global setting, this book is vital reading for students and researchers involved with international management, international marketing and strategic management.

Mario Glowik Professor of International Strategic Management at the Berlin School of Economics and Law, Germany.Sarah Maria Bruhs is Research Associate at The Free University of Berlin, Germany.
Loading
Title:Business-to-business: A Global Network PerspectiveFormat:PaperbackDimensions:314 pages, 8.75 × 6.35 × 0.68 inPublished:November 2, 2015Publisher:Taylor and FrancisLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:0415740886

ISBN - 13:9780415740883

Look for similar items by category:

Reviews

Table of Contents

Chapter 1: An introduction to Business-to-Business 1.1 Dynamics of the global business environment1.1.1 Opportunities 1.1.2 Challenges1.2 Understanding business-to-business as networks1.2.1 Why a business-to-business focus in this book? 1.2.2 Strategic imparatives in a business-to-business context 1.2.3 A relationship perspective to business-to-business1.3 The concept of business-to-business relationships1.3.1 Relationship types 1.3.2 Interaction within relationships1.4 Corporate social responsibility and business network relationships 1.5 Relationships, portfolios, and networks - defining the level of analysisChapter 2: Characteristics of Business-to-Business Markets2.1 The business-to-business product 2.2 Industrial buying behavior 2.3 Structural aspects of business-to-business markets2.3.1 The business-to-business value chain 2.3.2 Derived demand 2.3.3 Business market concentration2.4 The buying and selling center as a part of global integrated value chains2.4.1 The buying center 2.4.2 The selling center2.5 Implications for management and marketing practice 2.6 Chapter Case: Supplier relationships of Apple Inc., USAChapter 3: Developing Business Relationships3.1 Trust and commitment as antecedents of relationship development 3.2 Value in business-to-business relationships3.2.1 Value dimensions 3.2.2 Value as the fulfillment of relationship functions 3.2.3 Value perceptions 3.2.4 Joint value creation and the service-dominant logic3.3 Building business-to-business relationships as a portfolio strategy 3.4 Chapter Case: IPS Alpha Technology (Japan) - building relationships of trust and commitment over timeChapter 4: Analyzing Business-to-Business Industry Networks4.1 Positioning in business-to-business networks 4.2 Network terms, variables, and relationship interdependencies 4.3 Network properties and structural characteristics of networks4.3.1 Relationship intensity 4.3.2 Relationship reciprocity 4.3.3 Clarity of expectations from the actors' relationship 4.3.4 Multiplicity and multiplexity of relationships 4.3.5 Structural characteristics4.4 Network centrality, eigenvector, betweenness, and closeness centrality 4.5 Global business-to-business networks: Implications for the management 4.6 Chapter Case: A network analysis of the global solar photovoltaic industryChapter 5: Networks and Innovation5.1 The innovation process 5.2 Firm-specific resources and capabilities 5.3 Capabilities for innovation5.3.1 Idea generation capability 5.3.2 New product and process development capability 5.3.3 Technological capability 5.3.4 Market capability5.4 Cooperative innovation in networks5.4.1 Why firms use external sources of innovation 5.4.2 Knowledge transfer between network partners 5.4.3 Inter-organizational learning for innovation 5.4.4 The effect of network configuration on firm innovativeness5.5 Chapter Case: Johnson & Johnson (USA) and the network-based accumulation of technological knowledgeChapter 6: Networks and International Market Entry6.1 Uncertainty and market entry 6.2 Contractual arrangements related to foreign market entry6.2.1 Export 6.2.2 Licensing 6.2.3 Franchising 6.2.4 Contract manufacturing6.3 Market entry through cooperation6.3.1 International joint venture 6.3.2 Absorptive capacity6.4 Market entry through foreign direct investment 6.5 Chapter Case: Network driven market entry modes of Seiko Epson Corporation (Japan)Chapter 7: Networks, Early Internationalization, and the Role of the Entrepreneur7.1 Internationalization and the factor of time7.1.1 International incumbents and young internationalizing firms 7.1.2 Small- and medium-sized firms, international new ventures, and born global firms7.2 The role of the entrepreneur7.2.1 Personal relationships 7.2.2 The value of personal relationships in times of economic crisis7.3 Chapter Case: 'Powertron GmbH' (Germany): An early internationalizing SMEChapter 8: Implementing a Relationship Perspective8.1 Conventional projects8.1.1 Project mission 8.1.2 Project stakeholder relationships 8.1.3 Project specification8.2 Agile project management8.2.1 Methodology 8.2.2 Project stakeholder relationships8.3 Six Sigma project management8.3.1 Customer relationship focus 8.3.2 Six Sigma process steps8.4 Chapter Case: Six Sigma Management at Samsung (South Korea)

Editorial Reviews

'This book provides a comprehensive treatment of "global" B2B networks at theoretical as well as practitioner levels. I am particularly impressed by the book's balance between depth and breadth, and highly recommend this relevant and timely volume to anyone interested in this important and growing area of business activity.' - Hemant Merchant, University of South Florida, USA 'Applause to Mario and Sarah Maria's book! It thoroughly understands the B2B market, both academically and pragmatically, and is theoretically rigorous, yet still highly readable. Mario and Sarah Maria's book gives us not only what happened, but also why it happened in international B2B markets. It is the prominent, nothing else.' - Masaaki Takemura, Professor, Meiji University, Japan 'Business students, researchers as well as practitioners will find valuable insights into concepts of and mechanisms in business-to-business networks in a global marketplace. Conceptual clarity, illustrative examples and comprehensive case studies make this textbook an indispensable resource for the field of business-to-business marketing and management.' - Anja Geigenm¿ller, Professor Ilmenau University of Technology, Germany 'This book provides an excellent overview of academic insights into the management of business-to-business networks. In addition, it provides illustrative cases that help to understand the practical challenges that managers face when trying to implement a business-to-business network strategy. As a result, this book is valuable for both academics and practitioners who are interested in phenomena such as open innovation, co-creation and network collaboration.' - Dries Faems, Professor, The University of Groningen, the Netherlands 'In light of global competition, this new book by Glowik and Bruhs allows for the interpretation of the new global strategies, both corporate and competitive. Tracing the main literature on the "competition-cooperation relationship literature" between market actors and focusing on the implications of their analysis throughout the use of case studies, the book offers a deep understanding of the importance of relationships in the actual and complex context of the development of companies and markets.' - Marco Tutino, Roma Tre University, Italy 'This book provides an extensive overview of Business-to-Business networks and gives a well-structured outline of the relevant factors of success. They look at a wide set of impact factors: from behavior and trust to six sigma, innovation and portfolio management, yet the reader doesn¿t get lost in the details and the case studies are very helpful. I highly recommend this for managers as well as for students to enable them to initiate and manage global networks successfully.' - G¿nter Hofbauer, Technische Hochschule Ingolstadt, Germany 'Effective new business models in the global economy are emerging which match digital and physical transactions to form temporary and permanent global business networks. The use of new technologies makes it possible to conduct business electronically. Business to business models evolve in the electronic market place. Drawing from their extensive experience, Mario Glowik and Sarah Maria Bruhs outline the main key areas of evolution of business to business models that will change business in future, providing a wealth of practical examples and business strategies.' - Fiorenza Belussi, Padua University, Italy 'Business-to-Business from a network perspective is a useful resource for any practitioner or student of international business. Explanatory theories are well balanced against insightful cases illustrating the multilevel complexities inherent in dynamic business networks.' - Peter Zettinig, Research Fellow, University of Turku, Finland