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
2.2 Market as exchange mechanism 2.3 Market as institution
2.4 Market in the marketing perspective
2.5 Market-as-network
2.6 Summary
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
5.3 Change in attributed identities from interaction to interaction 5.4 Reflections on methodology and limitation of the study
Chapter 6. INTERACTION AND IDENTITIES IN BUSINESS RELATIONSHIPS
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
About the Author: Antonella La Rocca is Associate Professor at Rennes School of Business, France, where she teaches B2B marketing. She is an Associate Editor of the Journal of Business and Industrial Marketing and on the board of the Association for Key Account Management. Her main research interests are innovation, entrepreneurship, and sales in business markets. She has co-edited volumes on innovation in healthcare and new business venturing, and is the author of several publications in Industrial Marketing Management, Management Decision and the IMP Journal.
