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Power in Business Relationships
book

Power in Business Relationships

by Dariusz Siemieniako, Maciej Mitręga, Hannu Makkonen, Gregor Pfajfar
July 2022
Intermediate to advanced content levelIntermediate to advanced
128 pages
4h 9m
English
Routledge
Content preview from Power in Business Relationships

1 Power as the cornerstone of business relationships

DOI: 10.4324/9781003095934-2

1.1 Multifaceted power as a key building block of business relationships

1.1.1 Introduction

The power concept has played a central role in the development of marketing thought from early research on power in marketing channels (Gaski, 1984, 1986; Lusch, 1976; Siemieniako et al., 2021) and purchasing (Bonoma, 1982; Kraljic, 1987) to a more recent approach picturing power as a general phenomenon in inter-organisational relationships (see Meehan & Wright, 2012; Cowan et al., 2015; Johnsen et al., 2020). However, the literature on power in inter-organisational structures is deeply rooted in theories about power in society in general, which would seem to be ...

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Publisher Resources

ISBN: 9781000685534