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

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.

Grantor dc:publisher.institution

School of Management Studies

Year dc:date.issued

2012

Author dc:creator

• Human, Gert Johannes Pretorius

Advisor dc:contributor.advisor

• Simpson, John

Language dc:language.iso

eng

Handle dc:identifier.uri

http://hdl.handle.net/11427/11980

OAI identifier oai:identifier

oai:open.uct.ac.za:11427/11980