Purpose: Growing awareness that value for the customer is created in relationship between the supplier and the customer has consequences for sales and marketing functions, and businesses are increasingly experimenting with new organisational approaches and solutions. The purpose of this paper is...

Purpose – The purpose of this paper is to address an issue related to the role of interaction processes in the development of customer-supplier relationships in business markets. Design/methodology/approach – Focusing on the role of cognition in interaction behaviours in business...

Purpose – The purpose of this paper is to explore how corporate associations emerge in business networks focusing on mutually attributed identities in customer-supplier relationships. The role of the mutually perceived identities for interaction behaviours of the parties is examined and...

Purpose The expanding body of research on business models generally assumes that firms operate in a “transactional” context. Several recent studies suggest that the concept of business models in contexts where relationships matter, such as business markets, involves issues that the...

Purpose – Growing awareness that value for the customer is created in relationship between the supplier and the customer has consequences for sales and marketing functions, and businesses are increasingly experimenting with new organisational approaches and solutions. The purpose of this paper...