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- Publisher
- Emerald Publishing
- Copyright
- Copyright © 2004 Emerald Group Publishing Limited. All rights reserved.
- ISSN
- 0885-8624
- DOI
- 10.1108/08858620410523990
- Publisher site
- See Article on Publisher Site
Abstract
In this article, dialogue is explored as an interactive process of learning together. This process is often spontaneous and unruly but bounded by a serious intent to reach mutual understanding. Also, the concept of relationship specific knowledge is introduced to explain how trust between business counterparts develops through dialogue in iterative cycles of learning. Dialogue also brings opportunities for generating new business knowledge, within the firm and between firms, in the form of creative solutions to marketing and supply problems. In this way, mutual value in buyer‐supplier exchanges is enhanced.
Journal
Journal of Business and Industrial Marketing – Emerald Publishing
Published: Mar 1, 2004
Keywords: Communication; Innovation; Knowledge management; Trust; Relationship marketing