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How can companies build strong relationships with business customer

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Sameer Mathur
Sameer Mathur

How can companies build strong relationships with business customer

Leadership & Management
1 of 13
HOW CAN COMPANIES BUILD STRONG RELATIONSHIP WITH BUSINESS CUSTOMERS
FORCES INFLUENCING THE DEVELOPMENT OF RELATIONSHIP BETWEEN BUSINESS PARTNERS • Availibility of alternatives • Importance of supply • Complexity of supply • Supply market dynamism
BUYER – SUPPLIER RELATIONSHIP CAN BE CATEGORISED INTO 8 CATEGORIES
BASIC BUYING AND SELLING These are simple routine exchanges with moderate levels of cooperation and information exchange
BARE BONES Require moreadaption by the seller and and less cooperation and information exchange
CONTRACTUAL TRANSACTION These exchanges are defined by a formal contract and generally have low levels of trust , cooperation and interaction
CUSTOMER SUPPLY Competition is the dominant form of governance
COORPERATIVE SYSTEMS United in operational ways, but neither demonstrates structural commitment through legal means or adaption
COLLABORATIVE Mutual trust and commitment lead to true partnerships
MUTUALLY ADAPTIVE Buyers and sellers make many relationship- specific adaptions, but without necessarily achieving strong trust and cooperation
Created by : Maulshri Pathak Internship under : Prof. Sameer Mathur IIM, Lucknow www.iiminternship.com

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