This assignment allows you to explore a critical strategic issue that faces all organisations. (1) How should an organisation manage their multiple relationships with key suppliers and business customers? This question involves knowing when and how to develop, nurture or terminate business relationships.
Using a B2B organisation that you are familiar with:
1a. Briefly provide some background information to the organisation. Then provide an overview of the products/services/raw ingredients that your firm acquires from the ‘upstream’ business suppliers as well as provides the ‘downstream’ business customer.
1b. From the perspective of your focal firm, classify these products and services according to the particular buying situation – eg. ‘straight rebuy’, ‘modified rebuy’ and ‘new task’. (See page 8 of the Study Guide.)
Draw a diagram of the network surrounding the company or organisation. The diagram should include your focal firm, key suppliers, key customers and competitors. Within business networks there are flows of information between parties as well as the supply of physical produces and services. Ensure that you discuss the key flows of information, products and services between your focal firm and suppliers and customers. (approximately 750 – 1000 words)
Choose one ‘upstream’ supplier and one ‘downstream’ business customer and suggest a range of relationship management strategies the organisation might employ to improve their relationships with that supplier and customer. (approximately 750 – 1000 words)
Assignments should be typed, and be in a business report format, i.e., narrative style with section headings. Wherever possible you should use tables and graphs etc to illustrate your main points.
Leave a 3cm margin on the left hand side of each page for the academic’s comments. Use 1.5 line spacing. Be sure to acknowledge sources of information and include a table of contents and a bibliography.
There are a variety of ways of laying out a business report suitable for academic purposes. Please use appropriate headings to cover each aspect of this assessment task. You will definitely need to use at least the following headings.
Table of Contents
In addressing this task you will need to draw on the theoretical concepts.
Text: Chapters 1-3