Includes bibliographical references (p. [259]-275) and index.

Case illustration: Formula One and Jordan Grand Prix Limited -- Structure and purpose of the book -- The emergence of strategic market relationships -- Transactions versus relationships -- Traditional management and relationship management -- Trends driving relationships -- What do strategic relationships imply for management? -- Case for discussion--First Direct -- Relationships are strategic -- Case illustration: airline industry -- The strategic domain of relationships -- Strategic relationship issues -- Competitive advantage from relationships -- Case for discussion--Wal-Mart & Procter and Gamble -- Relationship-based theories -- Case illustration: the electronics industry and the semi-conductor market -- Agency theory--dealing with risk -- Transaction cost economics (TCE)--assessing costs -- Resource dependency theory--power and control -- Social exchange theory--relationships as social entities -- The interaction approach--co-operation and networking -- Meta approaches to researching into relationships -- Case for discussion--Merial -- Relationship planning -- Case illustration: hotel industry -- Strategic relationship planning process -- Strategic relationship planning: some key principles -- The dimensions of relationship analysis -- Relationship strength in formulating and selecting strategy -- Strategic relationship implementation -- Case for discussion--Amazon.com -- Networks -- Case illustration: industrial districts -- Defining networks -- Analysis of networks -- Networks and strategy -- Network forms and application -- Case for discussion--biotechnology and pharmaceutical networks -- Relationship classification and development -- Case illustration: carmakers feeling the heat -- Classifying relationships -- Managing relationship porfolios -- Developing relationships -- Case for discussion--Metal Forming Ltd -- The 5-S framework of relationship management implementation -- Case illustration: the UK energy market -- Structure -- Staff -- Style -- Systems -- Schemes -- Case for discussion--ABB power automation -- Customer relationship management -- Case illustration: UK private client stockbroking -- CRM implementation issues -- Relationship-based interfaces -- An emphasis on quality -- Measure customer satisfaction but manage customer service -- Investing in people -- Maintaining dialogue with customers -- Setting realistic targets and assessing performance -- Case for discussion--Polaroid -- E-relationships -- Case illustration: on-line relationships -- The development of IT in relationships: research and practice -- The e-relationship technologies -- Maximising value in e-relationships -- Case for discussion--Benetton -- Innovation and strategic market relationships -- Case illustration: networks interrupted for Motorola -- NPD--active users and networks -- Relationship-based NPD activity in context -- Case for discussion--Hughes Network Systems -- Relationship internationalisation -- Case illustration: Guanxi: culture specific relationships -- Trends forging international relationships and the international relationship approach -- Relationships and international market selection -- Relationships and international market entry -- Relationships and international market expansion -- Relationships and international organisation -- Managerial implications of international relationships -- Case for discussion--Statoil relationship approach to market entry -- Relationship performance -- Case illustration: UK banking -- Relationship performance overview -- Relationship performance in context -- The link between relationship governance and performance -- Case for discussion--Landis and Staefa -- Strategic market relationships: conclusions and further reflections -- Relationship strategy -- Relationship implementation -- Relationship ethics -- Researching relationships -- Further relationship scenarios.

Donaldson G O'Toole address how organisations originate, sustain and develop relationships with customers, supplier, competitors, and other stakeholders from a strategic perspective. This examination maps business relationship choices from strategy to implementation. Strategic Market Relationships has been written for students studying relationship strategy, management or marketing on advanced undergraduate. MBA and other postgraduate courses. It will also be a valuable resource for managers who wish to gain a greater understanding of strategic market relationships.