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Journal Articles Industrial Marketing Management Year : 2016

Trigger issues in emerging relationships

Abstract

Classic IMP research always emphasizes the important role of actor bonds. Relationships involve the development of social bonds over time between two or more actors, and in most relationships there is great variation in terms of the time it takes for these actors to develop perceptions about each other. Interestingly, however, there is much less research about how business relationships come into being. ‘Business relationship emerging flow’ describes a potential process by which business relationships come into being, from a starting situation through the trigger issues which motivate the matching process, to the establishment of new relationships. This paper places its focus on the trigger issues which could boost emerging relationships. The birth of an important relationship with a Hungarian company is discussed using retrospective interviews with parties, suppliers and customers. For deeper understanding of these trigger issues and to make them more tangible and applicable, a theoretical, logical framework is developed using two dimensions: space and time. Trigger issues are analyzed along these two dimensions. The paper closes by considering theoretical and managerial applications and further research issues.
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hal-02075923 , version 1 (21-03-2019)

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Tibor Mandják, Zsuzsanna Szalkai, Edit Neumann-Bódi, Mária Magyar, Judit Simon. Trigger issues in emerging relationships. Industrial Marketing Management, 2016, 58, pp.137-147. ⟨10.1016/j.indmarman.2016.05.021⟩. ⟨hal-02075923⟩
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