Initiation of business relationships in service-dominant settings

Bo Edvardsson; Maria Holmlund; Tore Strandvik

doi:10.1016/j.indmarman.2007.07.009

Initiation of business relationships in service-dominant settings

Bo Edvardsson, Maria Holmlund, Tore Strandvik

Marketing, Helsinki

Karlstad University

Research output: Contribution to journal › Article › Scientific › peer-review

100 Citations (Scopus)

Original language	English
Peer-reviewed scientific journal	Industrial Marketing Management
Volume	37
Issue number	3
Pages (from-to)	339-350
Number of pages	12
ISSN	0019-8501
DOIs	https://doi.org/10.1016/j.indmarman.2007.07.009
Publication status	Published - 2008
MoE publication type	A1 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

Access to Document

10.1016/j.indmarman.2007.07.009

BEMHTSRelainitIMMFinalAfterLanguageCheckAccepted author manuscript, 216 KB

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Full text

Sales management in business-to-business services
Holmlund-Rytkönen, M. & Strandvik, T.
01.01.2006 → 31.12.2008
Project: Externally funded project

Cite this

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title = "Initiation of business relationships in service-dominant settings",

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",

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KW - converter

KW - inhibitor

KW - business-to-business professional services

KW - executive education

KW - narratives

KW - INTERORGANIZATIONAL RELATIONSHIPS

KW - INDUSTRIAL-MARKETS

KW - PERSPECTIVE

KW - COMMITMENT

KW - Customers and Relations

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DO - 10.1016/j.indmarman.2007.07.009

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SP - 339

EP - 350

JO - Industrial Marketing Management

JF - Industrial Marketing Management

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Initiation of business relationships in service-dominant settings

Keywords

Access to Document

OpenUrl availability

Projects

Sales management in business-to-business services

Cite this