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Meanings of shared resources in interorganizational relationships : a narrative study in retailing

Julkunen, Saara - In: Journal of relationship marketing : innovations & … 15 (2016) 1/2, pp. 17-34

Persistent link: https://www.econbiz.de/10011633591

Critical sensemaking : challenges and promises

Aromaa, Eeva; Eriksson, Päivi; Helms Mills, Jean; … - In: Qualitative Research in Organizations and Management: … 14 (2019) 3, pp. 356-376

Purpose: The purpose of this paper is to analyze current literature on critical sensemaking (CSM) to assess its significance and potential for understanding the role of agency in management and organizational studies. Design/methodology/approach: The analysis involves an examination of a...

Persistent link: https://www.econbiz.de/10012079299

Top management's sensemaking as a strategic practice : the case of private organisations as strategic actors in Finnish healthcare changes

Lammassaari, Maarit; Hiltunen, Esa; Lehtimäki, Hanna - In: International journal of services technology and … 26 (2020) 5, pp. 388-401

Persistent link: https://www.econbiz.de/10012503708

An intercultural, interpersonal relationship development framework

Koponen, Jonna; Julkunen, Saara; Gabrielsson, Mika; … - In: International Marketing Review 38 (2021) 6, pp. 1189-1216

Purpose: The purpose of this paper is to explore how business-to-business (B2B), intercultural, interpersonal salesperson–customer relationships develop using the lens of identity management theory (IMT; Imahori and Cupach, 2005). Design/methodology/approach: The research uses qualitative...

Persistent link: https://www.econbiz.de/10012639616

Sales communication competence in international B2B solution selling

Koponen, Jonna; Julkunen, Saara; Asai, Akiko - In: Industrial marketing management : the international … 82 (2019), pp. 238-252

Persistent link: https://www.econbiz.de/10012128066