Customer-Supplier Relationships in B2B: An Interaction Perspective on Actors in Business Networks

Chapter 1. EXPLORING THE ROLE OF ACTORS IN THE FORMATION OF MARKET RELATIONSHIPS

1.1 The peculiarity of business markets

1.2 The issues in focus

1.3 The study approach and methodology

1.4 Organisation of the volume

 Chapter 2. PERSPECTIVES ON MARKET - B2B MARKET AS NETWORK

2.1 Comparing perspectives on market

2.3 Market as institution

2.4 Market in the marketing perspective

2.5 Market-as-network 

Chapter 3. ANALYSING SUPPLIER CUSTOMER RELATIONSHIPS

IN BUSINESS MARKETS

3.1 The substance of relationships

3.2 Relationships in markets

3.3 Content and functions of interorganisational business relationships

3.4 Connecting resources, activities and actors

3.5 Interaction in business relationships

3.6 Interlocking of behaviours and its consequences

Chapter 4. ACTORS IN INTERACTION

4.1 Actors from an interaction perspective

4.2 Actors in business relationships

4.3 Perceptions, interpretations and behaviours in interaction

4.4 Symbolic interactionism

4.5 Identity construction and sensemaking

4.6 Actors' identities in business relationships

4.7 Interaction's actors: inter-actors

Chapter 5. AN EMPIRICAL STUDY OF INTERACTION IN BUSINESS RELATIONSHIPS

5.1  Organization of the field study  

5.2  Differences in identity attributed by different customers to the same supplier

5.4 Reflections on methodology and limitation of the study

6.1 The meaning of interaction in business relationships

6.2 The significance of heterogeneity and change in relational identities

6.3 Interaction's actors

6.4 Implications for research and practice

Index