... anti-modern slavery practices within business relationships and identifying directions for future research. Findings This study outlines a five-phase process for developing resources and competencies within business relationships and networks by examining ten exemplar anti-modern slavery practices...

... attribution to the original publication and authors. The full terms of this licence maybe seen at Link to the terms of the CC BY 4.0 licence. Supply chain resilience Supply networks Supply chain Business relationships IMP network approach Alessandro Cinti can be contacted...

... Limited 2022 Emerald Publishing Limited Licensed re-use rights only Despite data being a hot topic, little is known about how data can be successfully used in interactions in business-to-business relationships, specifically in the boundary spanning contexts of firms working together to use...

... nature of this research, the methodology relies on an in-depth case study, which is analyzed through the lens of the resource interaction occurring within the specific business relationships and collaborative episodes that affected the nine-year long development of Deko, a new architectural lighting...

... abroad. Furthermore, the process of creating new business relationships is also highly facilitated by sales and marketing automation (SMA) tools which allow business customers to connect in new ways and to simplify the marketing and sales processes (Thaichon et al., 2018). Post pandemic, 78...

... overlapping first-order categories into second-order themes that reflect the dimensions of the sales transformation process. The two authors worked separately on the coding process (IRR = 89%) and regrouped multiple times to discuss the emerging coding structure. B2B Business relationships Sales...

... satisfaction Non-economic satisfaction Objective performance Subjective performance Salesperson Sales Business relationships Performance Business relationships On this issue, Holmes and Srivastava (2002) indicate that: “[…] many measures of salesperson performance have been used in past sales...

... relationships digitalized, and what kind of process is the digitalization of buyer–seller relationships? Case studies Communication technologies Buyer–seller relationships Business relationships Digital technologies Digital tools Information technology Steel industry This research contributes...

...Simone Guercini; Silvia Ranfagni This paper aims to investigate the practice of conviviality as the right setting to explore how social capital interacts with business relationships and in particular how resources impacting business relationships take shape in social relations. This paper...

...Jose Novais Santos; Joao Mota Several studies have focussed on new ventures and the development of their first business relationships. However, the understanding of the value functions and involvement in those relationships remain inadequate. The purpose of this paper is to explore...

... relations Industrial purchasing Business relationships Ending Reactivation Structural properties Rebuilding activities Disconfirming case Business relationships are at times ended (Cortez and Johnston, 2019 ; Giller and Matear, 2001 ; Gedeon et al., 2009 ; Halinen and Tähtinen...

... re-use rights only This paper aims to test trust and commitment as mediators between economic and non-economic satisfaction in seller business relationships in contrast to previous studies on buyer business relationships. Based on a cross-industry sample of Norwegian companies...

... at: andre.morgado@gmail.com Capital equipment Industrial purchasing Energy industry Business-to-business marketing Business relationships Customer references Reference marketing plays an important role in business markets (Godes, 2012 ; Hada et al., 2014 ; Kumar et al., 2013...

...) , business relationships that form a business network have two dimensions that evolve over time: elements of relationship exchange (activities, resources and actors) and functions that a relationship can take (on a single actor or at a dyadic or network level). One way to look at this is to view activities...

... Emerald Publishing Limited Licensed re-use rights only Lean production Networks Business relationships Lean supply Supplier activities Defining LS presents challenges. First, the Lean concept has been criticized for continually embracing new elements that initially did not belong...

... Publishing Limited 2019 Emerald Publishing Limited Licensed re-use rights only China International marketing Guanxi Business relationships China is in the center of attention due to its undeniable importance in the world trade and the global economy. According to recent statistics...

...Ilkka Tapani Ojansivu; Jan Hermes Purpose Business relationships are considered long-term and stable. Furthermore, over time, business relationships are expected to become and remain “institutionalized”. The undertone is that this process is deterministic and inevitable. While the authors do...

... matters. Moreover, CSH is at least as effective to deepen existing business relationships as to create new ones. Research limitations/implications The paper provides clubs and companies with a theoretic background and practical key performance indicators (KPIs) to base their managerial decisions...

... be expected. The power and strength of interpersonal business relationships and/or intra-organizational ties is often explained with the support of exchange theory and homophily-heterophily theory (Lincoln and McBride, 1985). Whereas exchange theory explains individual behavior within or between...

...Simone Guercini; Matilde Milanesi Business relationships Fashion firms Network dynamics Relational paths Retail store openings The IMP perspective has introduced the “market as network” approach, in which the “business network” takes on the character of a market model alternative...