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Strategic Market Relationships, 2nd Edition develops the reader’s understanding of the nature, relevance and importance of creating and sustaining relationships as a strategic resource. It takes a managerial perspective to the study of relationships, from strategy to implementation. The first edition was the first text that comprehensively addressed relationships as a strategic issue, and considering relationships as strategic and as a basis for competition is central to this book. In a nutshell, strategic market relationships is the process of analyzing, formulating and implementing a relationship strategy for an organisation.
The new edition is being totally restructured in the light of teaching experience with the book and new research since it was published. Most of the existing content will still be there but presented in a new logic.
- Continues to map relationships from strategy to implementation
- Text more clearly divided into strategy and implementation parts
- Continues to focus on close relationships and on the management of relationships
- Continues with introductory case illustration and end of chapter teaching cases with many new ones
- All chapter updated with new research since the last publication
- Revamped chapter on relationship planning including a stronger focus on strategic choice and relationship development
- New chapter on relationship types/archetypes to develop on the theme of classification and the management of specific relationships
- New chapter on organizing relationships
- New chapter on people and relationships
- E-relationship chapter integrated into chapter on communication and dialogue in a relationship
- New chapter on channel relationships
- Chapter on relationship performance restructured around costs and value.
- Ethics and researching relationships expanded in the conclusion chapter
- Sales Rank: #4007594 in Books
- Published on: 2007-05-21
- Released on: 2007-05-11
- Original language: English
- Number of items: 1
- Dimensions: 9.23" h x .64" w x 7.48" l, 1.20 pounds
- Binding: Paperback
- 288 pages
From the Back Cover
"At last a book that can be used to teach Managing Marketing Relationships that is not how to capture consumers by loyalty programmes or exploit our databases."
—Ian Wilkinson, University of New South Wales, Australia
"This book is very clear and well structured and the illustrations will really help readers to understand this area."
—David Ford, University of Bath , UK
Organisations have to manage multiple and overlapping relationships and the increasing power and prevalence of these relationships means that they are at the centre of strategic decision-making. In this book, Donaldson and O’Toole address how organisations originate, sustain and develop relationships with customers, suppliers, competitors and other stakeholders from a strategic perspective. By comprehensively addressing relationships as a strategic issue and a basis for competition, firms can combine resources and accelerate learning across organisational boundaries to create a winning strategy for the future.
Strategic Market Relationships is essential reading for students studying relationship strategy, management or marketing. It is also an excellent guide for all managers who wish to gain a greater understanding of strategic market relationships.
This new edition has been thoroughly revised without losing any themes from the first edition. Strategic Market Relationships will:
- Present new themes and frameworks in areas such as relationship planning, relationship implementation, customer relationship management, communication in relationships via brands and electronic relationships.
- Provide an opportunity to improve decision-making skills for suppliers in the implementation of customer-driven programmes and for buyers in choosing suppliers.
Contain two case studies in each chapter, a commencement case illustration and an end of chapter teaching case, which demonstrate various aspects of relationships.
About the Author
Bill Donaldson is Professor of Marketing at The Robert Gordon University and is responsible for research in Marketing within the Aberdeen Business School.
Tom O’Toole is Head of the School of Business at Waterford Institute of Technology. He lecturers in business strategy and marketing and supervises research in relationships.
Most helpful customer reviews
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Five Stars
By nathan lefevre
Very good state for second hand!
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