Titlebook: Business Relationships for Competitive Advantage; Managing Alignment a Andrew Cox,Chris Lonsdale,Glyn Watson Book 2004 Palgrave Macmillan,

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Marco Sala,Lucia Ceccherini Nellild manage all of their personal or their economic relationships. The book focuses instead on buying and selling relationships between organisations, whose purpose (at least theoretically if not always in practice) is to maximise the returns for their shareholders or owners. While this activity may s

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https://doi.org/10.1007/978-3-540-45310-9r and supplier relationship was commercially and operationally inappropriate, and how the buyer and/or supplier were able to make relationship-specific adaptations to create a more effective alignment given the power circumstances prevailing.

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https://doi.org/10.1007/978-3-540-45310-9In this chapter six cases are presented of aligned buyer and supplier relationship management. Each case is drawn from the six ideal-types discussed in Chapter 4 and demonstrates how the buyer and supplier relationship was commercially and operationally appropriate, even though tensions still existed in the relationship.