کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
7432269 | 1483444 | 2016 | 11 صفحه PDF | دانلود رایگان |
عنوان انگلیسی مقاله ISI
Trigger issues in emerging relationships
ترجمه فارسی عنوان
مسائل مهمی در روابط در حال ظهور
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موضوعات مرتبط
علوم انسانی و اجتماعی
مدیریت، کسب و کار و حسابداری
بازاریابی و مدیریت بازار
چکیده انگلیسی
Classic IMP research always emphasizes the important role of actor bonds. Relationships involve the development of social bonds over time between two or more actors, and in most relationships there is great variation in terms of the time it takes for these actors to develop perceptions about each other. Interestingly, however, there is much less research about how business relationships come into being. 'Business relationship emerging flow' describes a potential process by which business relationships come into being, from a starting situation through the trigger issues which motivate the matching process, to the establishment of new relationships. This paper places its focus on the trigger issues which could boost emerging relationships. The birth of an important relationship with a Hungarian company is discussed using retrospective interviews with parties, suppliers and customers. For deeper understanding of these trigger issues and to make them more tangible and applicable, a theoretical, logical framework is developed using two dimensions: space and time. Trigger issues are analyzed along these two dimensions. The paper closes by considering theoretical and managerial applications and further research issues.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Industrial Marketing Management - Volume 58, October 2016, Pages 137-147
Journal: Industrial Marketing Management - Volume 58, October 2016, Pages 137-147
نویسندگان
Tibor Mandják, Zsuzsanna Szalkai, Edit Neumann-Bódi, Mária Magyar, Judit Simon,