Monthly Archives: June 2014

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Our Biggest Customer Is A Bully. Help!

On June 20, 2014, Posted by , In B2B Relationships

In this month’s edition of Management Today there is an interesting article about bullying. No, not online bullying or workplace bullying, but B2Bullying. B2Bullying is what happens when a (typically large) buyer makes continued unreasonable demands on a (typically small) supplier. In many cases, the buyer represents a significant proportion of…

Why are Trust and Commitment so Important in B2B?

On June 13, 2014, Posted by , In B2B Relationships

“Commitment and trust, rather than (or at least in addition to) power and dependence, are now central to discussions of business relationships. Researchers and practitioners have come to view most interactions between business parties as events that occur over the course of a relationship between two or more partners.” The…