Purpose – This study aims to formulate recommendations for business-to-business (B2B) researchers, with the potential to increase the extent to which B2B research is relevant to managers. Design/methodology/approach – These recommendations are derived from and inspired by the grounded theory...

Epistemology of organizations denotes how we can gain knowledge of organizations. A critical, postmodernistic analysis suggests that the only knowledge we can gain from our traditional concepts of organization is emptiness. A proposed solution is to increase the understanding of individual and...

Previous research suggests that there are a number of distinct stages of psychological development of an individual, and that the level of development has a direct bearing on a person′s perception of reality and his ability to perform – professionally and socially. Since organizations...

Purpose The purchasing of services is a significantly under-researched area. The purpose of this study is to suggest a conceptual model of service sourcing relationships, including the post-contract phase. Design/methodology/approach A qualitative methodology involving two longitudinal case...

Purpose – This study aims to analyze how and why managers adopt and use business-to-business (B2B) research. Design/methodology/approach – Data were collected through participant observations, focus groups and interviews in three organizations that had used a certain conceptual model from...

Purpose This paper aims to present a review of articles on business negotiation published between 1995 and 2015. Design/methodology/approach This literature review is based on 490 articles on business negotiation. Findings When analyzing the conceptual underpinnings of this field, two paradigms...

Purpose This paper aims to suggest a dynamic model incorporating the important dimensions that exist in negotiation processes. Design/methodology/approach To produce a general and conceptual theory of negotiation, the grounded theory methodology is deployed. Findings The core process in this...