Competencies, capabilities, and relational factors in buyer-supplier Business-to-Business networks

Human, Gert Johannes Pretorius

Competencies, capabilities, and relational factors in buyer-supplier Business-to-Business networks

Doctoral Thesis

2012

Publisher

University of Cape Town

Department

School of Management Studies

Faculty

Faculty of Commerce

Abstract

Most of today's knowledge of Business-to-Business marketing is grounded on studies conducted in so-called western countries. Recently some researchers have started to question the validity of concepts, ideas and measures conceived in developed markets to explain business marketing phenomena in non-western contexts. Moreover research has attributed this gap in the literature on the relative absence of Business-to-Business marketing research from emerging, non-western countries (see, for example, Biggemann and Fam, 2011.) In emerging markets firms also operate in large networks that contains multiple, complex, direct and indirect business relationships among buyers and sellers. The thesis draws on four different empirical studies to integrate key sets of knowledge spawned from the realms of the Industrial Marketing and Purchasing group (IMP) to observe Business-to-Business relationships in a South African context.

Description

Includes bibliographical references.

Keywords

Management Studies

Reference:

Collections

PhD / Doctoral

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