Firm Competitive Advantage Through Relationship Management

A Theory for Successful Sustainable Growth
1. Auflage 2021
ISBN: 978-3-030-67337-6
Verlag: Springer International Publishing

Buch, Englisch, 279 Seiten, HC runder Rücken kaschiert, Format (B × H): 153 mm x 216 mm, Gewicht: 508 g

Relationship management (RM) is an essential part of business, but its success as a business model can be hard to measure, with some firms embracing a model that is truly relationship-orientated, while others claim to be relationship-orientated but in fact prefer transactional short-term gain. 

This open access book aims to develop a mid-range theory of relationship management, examining truly relationship-orientated firms to discover not only what qualities these firms have that make them successful at the RM model, but also what benefits this model has for the firm. It addresses questions like how RM-mature companies achieve and sustain competitive advantage, and what determines the scale and scope of these firms, illustrating with case studies. 

This book will be of interest to scholars studying leadership and strategy, especially those interested in relationship management, business ethics and corporate social responsibility. It will also be of interest to professionals looking to develop their understanding of relationship management.

Zielgruppe

Research

Autoren/Hrsg.

Deszczy¿ski, Bartosz

Deszczynski, Bartosz

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Management Geschäftswettbewerb
• Wirtschaftswissenschaften Betriebswirtschaft Unternehmensorganisation, Corporate Responsibility Corporate Social Responsibility (CSR), Nachhaltiges Wirtschaften
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Kundenbeziehungsmanagement, Kundenpflege
• Wirtschaftswissenschaften Betriebswirtschaft Management Strategisches Management
• Wirtschaftswissenschaften Betriebswirtschaft Unternehmensorganisation, Corporate Responsibility Unternehmensethik

Inhaltsverzeichnis

1: Research on the competitive advantage of the firm.- 2: Theoretical foundations of the relationship management mid-range theory.- 3: Relationship management maturity.- 4: Validating the relationship management maturity concept.- 5: Developing the upper relationship management mid-range theory.

Über Autor(innen)

Bartosz Deszczynski has been professionally involved in managing business relationships since 2003. He is Assistant Professor at Poznan University of Economics and Business, Poland in the Chair of International Marketing and an active consultant on CRM. He leads research project on relationship management funded by the Polish National Science Centre.