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Construction of meanings in business relationships and networks

Construction of meanings in business relationships and networks Purpose– The purpose of this paper is to address an issue related to the role of interaction processes in the development of customer-supplier relationships in business markets. Design/methodology/approach– Focusing on the role of cognition in interaction behaviours in business relationships, the authors examine two research streams that offer perspectives on interaction processes akin to the IMP – the socio-cognitive perspective and the practice-based approach to markets and marketing. Findings– The two research streams analysed contribute to understanding the link between cognition and interaction behaviours by pointing to the construction of meanings as an important factor in interaction behaviours and indicating storytelling as a tool to construct meanings among the actors. Originality/value– This paper is among the few studies that focus the attention on communication processes in business relationships and networks. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png IMP Journal Emerald Publishing

Construction of meanings in business relationships and networks

IMP Journal , Volume 9 (2): 14 – Jul 6, 2015

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Publisher
Emerald Publishing
Copyright
Copyright © Emerald Group Publishing Limited
ISSN
2059-1403
DOI
10.1108/IMP-05-2015-0017
Publisher site
See Article on Publisher Site

Abstract

Purpose– The purpose of this paper is to address an issue related to the role of interaction processes in the development of customer-supplier relationships in business markets. Design/methodology/approach– Focusing on the role of cognition in interaction behaviours in business relationships, the authors examine two research streams that offer perspectives on interaction processes akin to the IMP – the socio-cognitive perspective and the practice-based approach to markets and marketing. Findings– The two research streams analysed contribute to understanding the link between cognition and interaction behaviours by pointing to the construction of meanings as an important factor in interaction behaviours and indicating storytelling as a tool to construct meanings among the actors. Originality/value– This paper is among the few studies that focus the attention on communication processes in business relationships and networks.

Journal

IMP JournalEmerald Publishing

Published: Jul 6, 2015

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