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Journal of Business and Industrial Marketing: Challenging business relationships

Published by: Emerald Group Publishing Limited

Published: Apr. 20, 2007 - 59 Pages


Table of Contents


Guest editorial




Writer’s block: failures of the neurological network and comparisons with business networks by Malcolm T. Cunningham




Buyer-seller relationship development episodes: theories and methods by Paul H. Schurr




Net social capital processes by James L. Bowey and Geoff Easton




Supply network initiatives - a means to reorganise the supply base? by Elsebeth Holmen, Ann-Charlott Pedersen and Nikolai Jansen




Sourcing from outside - six managerial challenges by Per V. Freytag and Ole S. Mikkelsen




A framework for analyzing relationship governance by Thomas Ritter




Executive summary and implications for managers and executives

Abstract

The guest editors, Per Vagn Freytag and Thomas Ritter have collated a set of papers which focus specifically on business to business relationships. Though they admit there is already existing literature on the topic, they found that there are still many “white spots” on the relationship map. Therefore the purpose of this special issue is to shed some additional light on business relationships. The first paper, by Michael Cunningham makes a comparison between neurological networks and business networks; and he relates this to the notion of writer’s block. Schurr’s contribution deals with the basic building block of business relationships- the exchange episode. Bowery and Easton contribute to our understanding of network effects. Holmen, Pedersen and Jansen focus on the dynamic aspects of network initiatives. Whilst Freytag and Mikkelsen offer an overview of issues related to sourcing. The final paper deals with analyzing relationship governance Based on the hierarchy-markets-networks discussion, Ritter develops a framework for relationship analysis.

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