Managing the trade-off between relationships and value networks. Towards a value-based approach of customer relationship management in business-to-business markets

Article Abstract:

The buyer-seller relationships, which are antecedent to the development of customer relationship management concepts, are described. The customer relationship management concept was challenged by the rise of value networks with customer relationships and thereby for broader concepts of value networks on relationships. The issue on customer relationship management in business-to-business markets describes the problem between relationships and value networks.

United States, Customer relationship management, Customer relations

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Strategic development of third party logistics providers

Article Abstract:

An overview is presented on firm entry into the field of third party logistics services, and how these firms balance the level of customer adaptation and general problem solving capabilities. New entrants were found to be heavily influenced by existing structures, while earlier entrants moved on to more complex arrangements.

Management dynamics, Management, Services, Logistics, Business logistics, Company business management

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Business suppliers' value creation potential: a capability-based analysis

Article Abstract:

The article presents a framework linking specific supplier service capabilities to various forms of value production, and examines managerial implications.

Partnerships, Marketing, Product enhancement, Partnership, Company marketing practices, Distributors (Commerce), Value added, Service enhancement

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