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Business Relationships and Networks: Managerial Challenge of Network Era
Abstract The competitive environment of firms is undergoing a fundamental change. Traditional markets are being rapidly replaced by networks. This poses major managerial challenges for industrial andExpand
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Relationship Marketing Theory: Its Roots and Direction
This paper participates in the latest discussion on theory formation in the marketing discipline. We argue that some of the novelty and generality claims in current relationship-marketing (RM)Expand
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From Dyadic Change to Changing Business Networks: An Analytical Framework
This paper investigates the dynamics of business networks. We distinguish between confined dyadic change and network change and show how change itself may be incremental or radical, using theExpand
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A process theory of relationship ending
This research is about the ending of business relationships: what that is, why it happens, and how an extant relationship dissolves. Ending of buyer‐seller relationships has very recently attractedExpand
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Using case methods in the study of contemporary business networks
Abstract Business conditions have changed significantly since the first notions of networks in industrial marketing were made in the early 1980s. Globalization and the so-called “new economy” areExpand
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Relationship Marketing in Professional Services: A Study of Agency-Client Dynamics in the Advertising Sector
1. Introduction 2. The Research Setting 3. An Interaction Framework for the Development of Advertising Agency-Client Relationships 4. Empirical Research Design 5. Development of the AdvertisingExpand
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Customer Knowledge Management Competence: Towards a Theoretical Framework
Customer knowledge has been increasingly recognized as a key strategic resource in any company's success. Recent studies conducted in the fields of Knowledge Management and Customer RelationshipExpand
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Position and role-conceptualizing dynamics in business networks
The authors propose a deeper and intensified study of dynamics in business networks. They argue that although changeability is often claimed to be an important feature of networks, thisExpand
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Time and process in business network research
Abstract This Special Issue of Industrial Marketing Management brings together a range of articles by authors who have undertaken the difficult task of researching time and process in businessExpand
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Research on Ending Exchange Relationships: A Categorization, Assessment and Outlook
This paper reviews and assesses previous research concerning the ending of exchange relationships. In recent years, the different aspects of ending, for instance exiting a relationship, switchingExpand
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