...Andrea Sabatini; Francesco Capone Purpose This study aims to explore entrepreneurship in new business ventures created by athletes, with a particular focus on the role of network relationships influenced by passion. The aim is to examine how both domain-specific and entrepreneurial passion...

... of the costs as investments through creation of relationships. By using the same counterpart for several products, scope can be used to reduce interaction costs. Secondly, developed business relationships can be used to create relation revenues. The counterparts can use each other for developing better...

..., therefore, adopt a qualitative inductive research approach and rely on semi-structured interviews. Our understanding of networks builds on the notion of interorganizational relationships that extend beyond the individual (construction) project. This industrial network approach (often referred...

... of business model literature are argued to lie in the areas of collaboration and coopetition by examining the notion of value within the relationships, interactions and/or networks evidenced in European seaports business models. Research limitations/implications Bibliometric analysis is retrospective...

... (Turner, 1982) creates a sense of equality among liminality’s participants, fostering a sense of fellowship, which Turner (1982) terms “communitas” (Concannon and Nordberg, 2018). From an inter-organizational perspective, communal ties have been explored in the context of business relationships (Blois...

...Vasco Eiriz Purpose Local networks of small- and medium-sized enterprises (SMEs) are founded both on collaborative and competitive inter-organizational relationships within the same network characterised by spatial proximity between firms. This paper aims to propose an original analytical...

... SM and Web technologies to start and develop customer relationships and to pursue new sales opportunities. The case study is analyzed by emphasizing on the role of interaction and interdependency of resources within dyadic and network relationships. The paper is structured as follows. Section 2...

... of internationalisation, defined as “a process of initiating, developing, and maintaining international business relationships” (Johanson and Mattsson, 1998 , p. 288). It is consistent with the view that “internationalisation depends on a firm’s networks and relationships” (Johanson and Vahlne, 2009), a premise...

...Mario Vafeas Purpose – The purpose of this study is to investigate the contextual factors that influence the impact of account manager turnover on the client–agency relationship, an under-researched area of relationship management literature. Design/methodology/approach – A case study...

...Tanya Drollinger; Lucette B. Comer Purpose – In this study, active empathetic listening is purposed as being an antecedent to a salesperson's communication skill, ability to maintain quality relationships and build trust. The study proposes that communication skill, relationship quality and trust...

... Effectiveness Relationships An executive summary for managers and executive readers can be found at the end of this article. The sales presentation has been described as the “main body” of the sales call (Moncrief and Marshall, 2005), as well as the most challenging, rewarding, and enjoyable...