This paper presents a conceptual analysis of time within a business-to-business financial services context. No study has attempted to do this in the financial services sector. We discuss the methodological debate, literature on temporality and multi-disciplinary conceptualisations of time. Time as it operates in business relationships is also considered. We analyse effect and problems of the present, past and future in business relationships, and evaluate how these critical temporal junctures affect exchange, relationship development, and the internal and external effectiveness of companies. The paper concludes with a discussion of the resolution of the conflicts which arise out of different temporal perceptions and needs, an examination of those conflicts, and managerial applications for effective management of the alignment of time between interacting organisations.
International Journal of Bank Marketing – Emerald Publishing
Published: Sep 1, 2002
Keywords: Financial services; Business‐to‐business marketing; Channel relations
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