How can companies built strong relationships with business customers?

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this presentation is based on the question ""How can companies built strong relationships with business customers? as given in south asian perspective of marketing management by kotler and keller.

How can companies build
strong relationships with
business customers?

Close relationship
are driven and part
by supply chain
management, early
supplier
envolvement and
purchasing alliance.

Buyer supplier
relationship can
be categorised
into 8
categories

Basic
buying and
selling
Simple
routine
exchanges
with
moderate
level of co-
operation and
information
1.

2.
Bare bones
More
adaptation by
seller less
cooperation
and
information
exchange

3
.
Contractual
trasaction
Exchanges are
define by
formal
contract and
generally have
low levels of
trust

Costome
r supply
4
.
Costomer
supply
In these,
competitition
rather than
cooperation
is dominannt
form of
governance

5.
cooperative
system
Partners
are
united in
operatio
nal ways

6
.
Collaborative
In this, much
trust and
commitments
lead to true
relationship

7
.
Mutually
adaptive
Buyers and
sellers make
relationship
specification

8
.
costomer is
king
Sellers
adapts
meet

created BY-
Shruti Bansal
UIT- RGPV, BHOPAL
For
during an Internship
with Prof. Sameer
Mathur, IIM Lucknow
www.IIMInternship.c
om

Partners and partnerships are in a key role in many of the internationalization services provided by Finpro. This is especially true, when our client companies are aiming at emerging markets. The most popular of Finpro’s services is actually our Partner Search. During the development of our own representative network and related processes Finpro has had to have a broad look at partnering. This has meant reviewing global partner practices of supply and distribution in parallel. One of the conclusions of this review process has been that, regardless of the perspective taken (supply or distribution), many statements are applicable to both cases. This is also visible in the seven thoughts described later in this document. The result is quite logical in business environment as most partnerships within a value chain are formed between a supplier and a distributor.

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