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week 27 B2B relationship - Coggle Diagram

- - - - organisations, and people,
    - - structure of the market,
    - - relationship
    - - what is being exchanged and/or transformed.
- - - - promise something of value to the provider
        
        legitimate power
    - - threaten the target with future negative sanctions
        
        legitimate power
    - - contractual agreements
        
        legitimate power
    - - knowledge and expertise
        
        non-mediated power
    - - pride in being associated
        
        non-mediated power
  - - - their own objectives are satisfied
    - - orchestrate decisions
    - - sharing costs
    - - leveraging capabilities and assets
    - - message transmission process
    - - develop a better understanding of and response to the market