Kasturi Rangan, features visited some responses to have creating, developing, and you may controlling long-label buyers relationships

Buyers and you will suppliers in mature industrial avenues can turn single deals towards much time-name useful relationship from the a much deeper knowledge of the fresh new complex connection between the two, states Harvard Organization College professor Narakesari Narayandas.

A great “must-do” with the suppliers, in particular, will be to learn designs from financial support and you will prize, and efficiently manage the method one to describes the personality away from visitors-merchant evolution, based on Narayandas.

New research he shared with most other faculty on Professors Browse Symposium on 20 discussed exactly how he or other associates, and HBS teacher V.

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