The profitability of any company and stability in its activity depends on the preferences of their customers. Marketing mix also plays a very important role. Analysing custom-ers company should choose the product to produce, price for which to sell, place of selling, the strategy of distribution and advertising. Company should not ignore their competitors. During recent years the importance of inter-company relationships has been widely recognised. Customers are always searching for suppliers that can and are prepared to meet their requirements. To make a right decision it is necessary to analyse the market. That is the work of departments. The relationships between buy-ers and sellers are rather like the relationships between people. Two companies are surviving due to each other. Relationships exist between all suppliers and their cus-tomers in business markets. The decision that managers of a company face are mainly how to achieve that relationship and what sort of relationships they would like to have. Company have to set priorities between their different relationships, allocate resources accordingly and manage them individually. An important task to build rela-tionships with the customers, which will span not just several months but be counted by decades. Long-term relationships company behave according to the values that create genuine trust over time: quality, honesty, accountability and fairness. To serve clients now and as far into the future as they may need a company. Company have to strive to build long-term relationships with our customers this enables both partners to share in the economic benefits and trust established by a continued relationship.
Inhaltsverzeichnis (Table of Contents)
- Introduction
- Relationships between Companies
- Problems, Uncertainties and Solutions
- Changes and Development of Buyer-Seller Relationships
- The Role of Relationships in a Reduction of Complexity
- Strategy in Business Markets
- Strategic Management and Business Relationships
- What Relationships Mean for Strategy in Business Markets
- Developing Strategy in Business Market
- Business Relationships
- Suppliers Relationships
- Customer Relationships
- Distribution Relationships
- Managing Business Relationships
- Building Long-Term Relationships
- Summary
Zielsetzung und Themenschwerpunkte (Objectives and Key Themes)
This document explores the importance of long-term relationships in the business-to-business environment, specifically in the context of a networked economy. The primary objective is to provide a framework for understanding and managing such relationships effectively, contributing to the profitability and stability of companies operating within this landscape.
- Understanding the challenges and opportunities of building and maintaining strong buyer-seller relationships
- Analyzing the role of relationships in mitigating uncertainties and complexities within the business market
- Developing strategies for navigating business markets effectively through relationship management
- Exploring the significance of long-term relationships in creating trust, generating economic benefits, and fostering mutual growth
- Examining key aspects of managing different types of relationships, including supplier, customer, and distribution partnerships
Zusammenfassung der Kapitel (Chapter Summaries)
- Introduction: Introduces the concept of inter-company relationships and their importance in today's business world, highlighting the need for companies to understand and build lasting connections with their customers and suppliers.
- Relationships between Companies: Explores the challenges and opportunities of relationships between companies, examining the uncertainties faced by both buyers and sellers and how these can be addressed through effective relationship management. This chapter also discusses the role of relationships in reducing complexity in the business market.
- Strategy in Business Markets: Focuses on the strategic implications of relationships in business markets, examining how companies can use relationships to gain a competitive advantage and achieve their strategic goals. It also explores the need for companies to develop a comprehensive strategy for managing their business relationships.
- Developing Strategy in Business Market: Provides practical guidance on developing a strategy for navigating business markets effectively through relationship management. It outlines key considerations for creating a successful relationship management strategy.
- Business Relationships: Examines the different types of business relationships, including supplier, customer, and distribution partnerships. It explores the unique characteristics of each relationship type and highlights the importance of managing them effectively.
- Building Long-Term Relationships: Provides insights and strategies for building long-term relationships that are based on trust, shared benefits, and a commitment to mutual success. It emphasizes the importance of values like quality, honesty, accountability, and fairness in fostering lasting relationships.
Schlüsselwörter (Keywords)
Key terms and concepts explored in this document include buyer-seller relationships, business-to-business environment, networked economy, relationship management, strategic management, supplier relationships, customer relationships, distribution relationships, trust, value creation, economic benefits, and long-term partnerships.
- Quote paper
- Dipl.-Kaufmann techn. Oliver Florian Friede (Author), 2002, The role and value of long term relationships in business to business environment, Munich, GRIN Verlag, https://www.grin.com/document/8890