This book is about how to read industrial markets. It is about what is happening underneath
the visible flows of products, enquiries, sales visits and negotiations, and beyond the visible …

How does a firm keep on being valuable in a network? One requirement is that the firm has
a sufficient overview of the network and its dynamics. In other words, a firm's strategy …

There have been a number of attempts to describe and analyse networks and company
positions in them and to help companies to manage or change their “network position”[]. But …

In this book, the business of international freight forwarding is examined from both a
theoretical and empirical point of view with a special emphasis on multimodal transport …

Purpose This study aims to investigate the link between manufacturer relational
embeddedness, manufacturer influence and supplier-customer relational embeddedness …

It has been suggested that “network pictures” are a major factor in the development of
companies' strategies and in their interactions with others. The purpose of this paper is to …

Ao longo das duas últimas décadas, o comportamento organizacional e competitivo das
pequenas e médias empresas parece ter mudado drasticamente. No âmbito da …

The importance of a market orientation as the basis for meeting customer expectations is
well known in marketing. In applying this concept to networks or netchains, the concept …

In the last years, the specialization process of companies led to the increase of the value
and content of the industrial purchases, rising supplier management to a strategic level. The …

The importance of a market orientation as the basis for meeting customer expectations is
well known in marketing (Kohli and Jaworski 1990). The basis of this orientation is an …