Trigger issues in emerging relationships

Tibor Mandják (), Zsuzsanna Szalkai, Edit Neumann-Bódi, Mária Magyar and Judit Simon
Additional contact information
Tibor Mandják: Métis Lab EM Normandie - EM Normandie - École de Management de Normandie = EM Normandie Business School
Zsuzsanna Szalkai: BME - Budapest University of Technology and Economics [Budapest], Corvinus University of Budapest
Edit Neumann-Bódi: Corvinus University of Budapest
Mária Magyar: BME - Budapest University of Technology and Economics [Budapest]
Judit Simon: Corvinus University of Budapest

Post-Print from HAL

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.

Keywords: Relationship; Time; Space; Trigger issues; Embeddedness; Information; Videoton (search for similar items in EconPapers)
Date: 2016-10
References: Add references at CitEc
Citations:

Published in Industrial Marketing Management, 2016, 58, pp.137-147. ⟨10.1016/j.indmarman.2016.05.021⟩

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02075923

DOI: 10.1016/j.indmarman.2016.05.021

Access Statistics for this paper

More papers in Post-Print from HAL
Bibliographic data for series maintained by CCSD ().