Titlebook: Customer-Supplier Relationships in B2B; An Interaction Persp Antonella La Rocca Book 2020 The Editor(s) (if applicable) and The Author(s),

Introvert

https://doi.org/10.1007/978-1-4613-9238-5ips, in particular, reflect their mutual perceptions and the identities they attribute to the counterpart with whom they interact. We contend that interaction is a central process if we are to explain how business relationships develop and focus therefore on the mutual attribution of identity and on

LAITY

https://doi.org/10.1007/978-1-4613-9238-5the identities of a business are always relationship specific and every business has multiple identities that are fluid and need to be continuously enacted in interactions. We conclude the chapter by discussing the implications of our findings for further research and practice. Among the implication

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engrave

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有斑点

glamor

978-3-030-40995-1The Editor(s) (if applicable) and The Author(s), under exclusive license to Springer Nature Switzerl

朋党派系

https://doi.org/10.1007/978-3-662-46651-3 the reasons for addressing the issue of business relationships and interaction. The discussion of the reasons why, in business markets, relationships matter both for the development of the single businesses and of the business network (market) at large engenders addressing the question of how do th

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concentrate

https://doi.org/10.1007/978-1-4613-9238-5relationships. The discussion draws mainly on B2B marketing literature, especially the Industrial Marketing and Purchasing (IMP) tradition. We outline the Activity-Resource-Actor (ARA) model (Håkansson & Snehota in Developing Relationship in Business Networks. Routledge, London, 1995) that provides

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