FRONT COVER -- DEEP KNOWLEDGE OF B2B RELATIONSHIPS WITHIN AND ACROSS BORDERS -- COPYRIGHT PAGE -- CONTENTS -- LIST OF CONTRIBUTORS -- PREFACE -- THE IMPACT OF NATIONAL CULTURE ON WESTERN INDUSTRIAL BUYER-SELLER RELATIONAL PROCESS MODELS -- INTRODUCTION -- APPROACHES FOR MODELING THE INDUSTRIAL BUYER-SELLER RELATIONAL PROCESS -- APPLYING THEORY INTO PRACTICE: CASE RELATIONSHIP DRAGON -- CONCLUSIONS -- ACKNOWLEDGMENTS -- REFERENCES -- DEVELOPING GUANXI RELATIONS -- CONTEXTUAL SETTING: CHINA AND GUANXI -- APPLYING THEORY INTO PRACTICE: CASE RELATIONSHIP RED BIRD -- CONCLUSIONS -- ACKNOWLEDGMENTS -- REFERENCES -- THE DEVELOPMENT OF INDUSTRIAL BUYER-SELLER RELATIONS IN A CHINESE CONTEXT -- INTRODUCTION -- EASTERN AND WESTERN RELATIONSHIPS AND CURRENT RELATIONAL PROCESS MODELS -- VERIFYING THE INTERCULTURAL RELATIONAL PROCESS MODEL THROUGH CASE RELATIONSHIPS -- THE DEVELOPMENT OF INDUSTRIAL BUYER-SELLER RELATIONSHIPS IN A CHINESE CONTEXT -- CONCLUSIONS -- ACKNOWLEDGMENTS -- REFERENCES -- ADAPTATION IN BUSINESS CONTEXTS: WORKING TRIADIC RELATIONSHIPS -- INTRODUCTION -- ADAPTATION IN TRIADIC RELATIONSHIP SETTINGS -- RESEARCH DESIGN AND METHOD -- ADAPTATION IN TRIADIC RELATIONSHIP SETTINGS IN CORPORATE TRAVEL MANAGEMENT -- CONCLUDING DISCUSSION -- REFERENCES -- HOW DO MANAGERS SEE IT? CAPTURING PRACTITIONER THEORIES VIA NETWORK PICTURES -- INTRODUCTION -- A BRIEF INTRODUCTION TO THE IMP GROUP TRADITION -- NETWORK PICTURES AS THE PICTURING BY ACTORS OF THE BUSINESS NETWORK -- NETWORK PICTURES AS A RESEARCH TOOL -- PREVIOUS RESEARCH ON NETWORK PICTURES -- RESEARCH DESIGN AND METHOD -- MAIN FINDINGS AND DISCUSSION -- DISCUSSION AND CONCLUSION -- REFERENCES -- APPENDIX: TEMPLATE OF THE GUIDE USED FOR THE DATA COLLECTION (IN RAMOS & FORD, 2011).