Article ID Journal Published Year Pages File Type
10496133 Industrial Marketing Management 2012 17 Pages PDF
Abstract
► Compared to actors' network pictures actors' perceptions of time have been under-investigated. ► In this longitudinal study, we explore how perceptions of change affect relationship development. ► We developed a tool, the Relationship Path Picture (RPP), to capture the change in actors' interpretations. ► We found that actors tend to reinterpret past development of relationships according to their current goals. ► The link between managers' cognitive elaborations and relationship dynamics appears less linear than generally assumed.
Related Topics
Social Sciences and Humanities Business, Management and Accounting Marketing
Authors
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