The DOI matches its Crossref record; 3 of the 3 references it cites were found in a registry or an index.
Dialogue and its role in the development of relationship specific knowledge
Abstract
In this article, dialogue is explored as an interactive process of learning together. This process is often spontaneous and unruly but bounded by a serious intent to reach mutual understanding. Also, the concept of relationship specific knowledge is introduced to explain how trust between business counterparts develops through dialogue in iterative cycles of learning. Dialogue also brings opportunities for generating new business knowledge, within the firm and between firms, in the form of creative solutions to marketing and supply problems. In this way, mutual value in buyer‐supplier exchanges is enhanced.
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Cites
Organizational Learning: A Theory of Action Perspective
Argyris, C., & Schön, D. A. (1997) · Reis · doi:10.2307/40183951 · Cited by 11,113 · cited 1×
“This mid-way or learning perspective on dialogue fits well with Argyris and Schon's (1978)”
BackgroundAn Examination of the Nature of Trust in Buyer-Seller Relationships
Doney, P. M., & Cannon, J. P. (1997) · Journal of Marketing · doi:10.2307/1251829 · Cited by 6,822
Determinants of Long-Term Orientation in Buyer-Seller Relationships
Ganesan, S. (1994) · Journal of Marketing · doi:10.1177/002224299405800201 · Cited by 6,741
Cited by
Service-dominant logic: continuing the evolution
Vargo, S. L., & Lusch, R. F. (2008) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-007-0069-6 · Cited by 7,824
Managing the co-creation of value
Payne, A. F., Storbacka, K., & Frow, P. (2008) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-007-0070-0 · Cited by 3,502
Customer perception of CRM implementation in banking context: Scale development and validation
Dubey, N. K., & Sangle, P. (2019) · Journal of Advances in Management Research · doi:10.1108/jamr-12-2017-0118 · Cited by 32
Metadata
- Authors
- Ballantyne, D.
- Venue
- Journal of Business & Industrial Marketing
- Publisher
- Emerald
- Published
- 2004-03-01
- Volume
- 19
- Issue
- 2
- Pages
- 114-123
- ISSN
- 0885-8624 (ISSN-L)
- OpenAlex
- W2093412613
- Cited by
- 320
- References
- 3
- FWCI
- 13.65
- Type
- journal article
- Language
- en
- Open access
- closed
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