Table A3. Analysis table related to... | Emerald Publishing

Table A3.

Analysis table related to disclosure

Quotations related to each code	First-order concepts (in-vivo codes are summarized in brackets)	Second-order themes	Aggregate dimensions
“It’s about the skill of listening and content expertise. We give them an overview of our company” (Salesperson K) “If the customer wants me to present the company, I tell them about its structure and history, what we produce and where, why our product is so good… I talk about how great we are. [I stress] our main selling argument repeatedly” (Salesperson G) “I presented our company information very thoroughly. I had final materials on a thumb drive” (Salesperson E)	Information sharing on general business topics (e.g. the company, products, services)	General business disclosure	Business disclosure
“We try to discuss all kinds of [business] matters, about how we’ll proceed in the future…we talk very openly, and they are also very outspoken along the way…. It’s about giving feedback to each other all the time” (Salesperson L) “The customer started telling me about their own history… They said very directly that they believed we both had a pretty similar way of doing business. I was a little surprised when they automatically started telling me this” (Salesperson D)	Information sharing on strategic business topics (e.g. future plans, giving feedback to each other)	Strategic business disclosure
“You’ve got to keep the [customer] company’s strategy in mind so that you know inside that you’re doing good things, and that you’re really bringing added value to their business. Continuously reminding them what we’re doing and how it will support their strategy” (Salesperson O) “I genuinely want to provide good solutions that serve the customer and their team and their business, and through that, ultimately, their company’s mission statement and sales targets” (Salesperson N) “In an ideal situation, we have such a deep cooperation with the customer that we talk directly with their tech people and their finance people” (Salesperson J)	Information sharing on synergistic issues (e.g. discussing common goals, relationship history, new solutions, company’s mission statements, sales targets)	Synergistic business disclosure
“It depends on what the buyer wants to talk about. Of course, the seller will talk about the same thing…” (Salesperson B) “You can always talk about the weather, your family, and pets. They are always good subjects to talk about” (Salesperson N). “I’ve gone to the movies or had a beer with my customer's representatives. On those occasions we talk about work, and we also talk about things at home” (Salesperson O)	Information sharing about oneself at a general level (e.g. small talk, weather, pets and family relations)	General self-disclosure	Self-disclosure
“When I meet with [the customer], we almost always start by talking about football. It’s not related to business at all. Golf, for example, you spend four or five hours with the customer, and you don’t talk about business at all” (Salesperson G) “You can’t ask about personal things, but you can give a lot of information about yourself, about where you live and how you commute to work, and all these kinds of things that are related to your personal life anyway” (Salesperson L) “We are two colleagues from the same country, a salesperson and a customer. I‘m their support network” (Salesperson O) “I’ve taken some customers to my summer cottage so they have seen what life in a summer cottage is like, and they’ve even been to the sauna” (Salesperson K)	Information sharing regarding personal life (e.g. social interests, hobbies, living conditions, work habits)	Personal-life self-disclosure
“A physical injury or disability of some sort is taboo. It’s only when you really know a person that you can ask them about it, and mention that you noticed it years ago” (Salesperson O) “They [the customer] had heard about my divorce…they came to visit me, and told me I would get through it… “They had this big-brotherly attitude, and I knew that my situation was not so bad after all” (Salesperson Å) Not to mention, if it’s something even more visible, a big mole or burn, or you find out that the person is gay, or they have a different skin colour, or you show each other pictures of your children, and it turns out that their child is adopted” (Salesperson O)	Information sharing regarding highly personal issues (e.g. personal health conditions, taboos, sexual orientation, skin color, child is adopted, workload, focus in life, divorce)	Private self-disclosure
“What’s been agreed upon, has been kept together” (Salesperson T) “The values with the customer were the same” (Salesperson D) “The other models have been lost but the common model of partners’ collaboration has developed well” (Salesperson U) “You talk about things that human beings talk about, about how you’re doing, your workload, and your focus in life. This kind of sharing is reciprocal with the customer” (Salesperson O)	Information sharing regarding highly personal issues (e.g. values, philosophies of life)
“It’s nice to see each other and meet and reminisce about the old times” (Salesperson K) “The us spirit, that’s what I’ve experienced, that it came from [working together]… The first feeling is that cooperation has improved so much and it is on a very different level than it was before” (Salesperson R) “He was so open. He just told me these things about his mother” (Salesperson D)	Information sharing regarding highly personal issues (e.g. relationship history)

Quotations related to each code	First-order concepts (in-vivo codes are summarized in brackets)	Second-order themes	Aggregate dimensions
“It’s about the skill of listening and content expertise. We give them an overview of our company” (Salesperson K)“If the customer wants me to present the company, I tell them about its structure and history, what we produce and where, why our product is so good… I talk about how great we are. [I stress] our main selling argument repeatedly” (Salesperson G)“I presented our company information very thoroughly. I had final materials on a thumb drive” (Salesperson E)	Information sharing on general business topics (e.g. the company, products, services)	General business disclosure	Business disclosure
“We try to discuss all kinds of [business] matters, about how we’ll proceed in the future…we talk very openly, and they are also very outspoken along the way…. It’s about giving feedback to each other all the time” (Salesperson L)“The customer started telling me about their own history… They said very directly that they believed we both had a pretty similar way of doing business. I was a little surprised when they automatically started telling me this” (Salesperson D)	Information sharing on strategic business topics (e.g. future plans, giving feedback to each other)	Strategic business disclosure
“You’ve got to keep the [customer] company’s strategy in mind so that you know inside that you’re doing good things, and that you’re really bringing added value to their business. Continuously reminding them what we’re doing and how it will support their strategy” (Salesperson O)“I genuinely want to provide good solutions that serve the customer and their team and their business, and through that, ultimately, their company’s mission statement and sales targets” (Salesperson N)“In an ideal situation, we have such a deep cooperation with the customer that we talk directly with their tech people and their finance people” (Salesperson J)	Information sharing on synergistic issues (e.g. discussing common goals, relationship history, new solutions, company’s mission statements, sales targets)	Synergistic business disclosure
“It depends on what the buyer wants to talk about. Of course, the seller will talk about the same thing…” (Salesperson B)“You can always talk about the weather, your family, and pets. They are always good subjects to talk about” (Salesperson N).“I’ve gone to the movies or had a beer with my customer's representatives. On those occasions we talk about work, and we also talk about things at home” (Salesperson O)	Information sharing about oneself at a general level (e.g. small talk, weather, pets and family relations)	General self-disclosure	Self-disclosure
“When I meet with [the customer], we almost always start by talking about football. It’s not related to business at all. Golf, for example, you spend four or five hours with the customer, and you don’t talk about business at all” (Salesperson G)“You can’t ask about personal things, but you can give a lot of information about yourself, about where you live and how you commute to work, and all these kinds of things that are related to your personal life anyway” (Salesperson L)“We are two colleagues from the same country, a salesperson and a customer. I‘m their support network” (Salesperson O)“I’ve taken some customers to my summer cottage so they have seen what life in a summer cottage is like, and they’ve even been to the sauna” (Salesperson K)	Information sharing regarding personal life (e.g. social interests, hobbies, living conditions, work habits)	Personal-life self-disclosure
“A physical injury or disability of some sort is taboo. It’s only when you really know a person that you can ask them about it, and mention that you noticed it years ago” (Salesperson O)“They [the customer] had heard about my divorce…they came to visit me, and told me I would get through it… “They had this big-brotherly attitude, and I knew that my situation was not so bad after all” (Salesperson Å)Not to mention, if it’s something even more visible, a big mole or burn, or you find out that the person is gay, or they have a different skin colour, or you show each other pictures of your children, and it turns out that their child is adopted” (Salesperson O)	Information sharing regarding highly personal issues (e.g. personal health conditions, taboos, sexual orientation, skin color, child is adopted, workload, focus in life, divorce)	Private self-disclosure
“What’s been agreed upon, has been kept together” (Salesperson T)“The values with the customer were the same” (Salesperson D)“The other models have been lost but the common model of partners’ collaboration has developed well” (Salesperson U)“You talk about things that human beings talk about, about how you’re doing, your workload, and your focus in life. This kind of sharing is reciprocal with the customer” (Salesperson O)	Information sharing regarding highly personal issues (e.g. values, philosophies of life)
“It’s nice to see each other and meet and reminisce about the old times” (Salesperson K)“The us spirit, that’s what I’ve experienced, that it came from [working together]… The first feeling is that cooperation has improved so much and it is on a very different level than it was before” (Salesperson R)“He was so open. He just told me these things about his mother” (Salesperson D)	Information sharing regarding highly personal issues (e.g. relationship history)