Initiation of business relationships in service-dominant settings

Research output: Contribution to journalArticleScientificpeer-review

80 Citations (Scopus)
Original languageEnglish
Peer-reviewed scientific journalIndustrial Marketing Management
Volume37
Issue number3
Pages (from-to)339-350
Number of pages12
ISSN0019-8501
DOIs
Publication statusPublished - 2008
MoE publication typeA1 Journal article - refereed

Keywords

  • business relationship
  • relationship initiation process
  • status
  • converter
  • inhibitor
  • business-to-business professional services
  • executive education
  • narratives
  • INTERORGANIZATIONAL RELATIONSHIPS
  • INDUSTRIAL-MARKETS
  • PERSPECTIVE
  • COMMITMENT
  • Customers and Relations

Projects

Sales management in business-to-business services

Holmlund-Rytkönen, M. & Strandvik, T.

01.01.200631.12.2008

Project: Externally funded project

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