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Paper info: A Closer Look At Digitalization Of Business Relationships


A Closer Look At Digitalization Of Business Relationships


Heikki Karjaluoto,
Jari Salo
Aalto University
Jari Salo and
Kimmo Alajoutsijärvi
University of Oulu
Kimmo Alajoutsijärvi

Place of Publication

The paper was published at the 19th IMP-conference in Lugano, Switzerland in 2003.


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The purpose of this paper is to enhance our understanding of business relationships conducted in digital environment by creating a preliminary framework to study the digitalization of business relationships. Although digital environments allow companies new ways to conduct business, they are still merely seen as facilitating technologies not as revolutionizing miracles that change the fundamental course of exchanges. Digital environments are novel ways to create, maintain, manage and end business relationships. The paper tackles digitalization not only from the theoretical side but also attempts to cast light on managers? side. These two aspects are examined from the conceptual point of view. The main outcome of the study is a preliminary model developed for grasping the phenomenon.