Paper info

Digitalization Of Business Relationships: A Conceptual Framework

Jari Salo

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

The purpose of this paper is to elaborate on key concepts related to digital business relationships and show important relations between these concepts. I explain how individual acts and episodes that constitute business relationship are being digitalized and how this digitalization enables the creation of digital business relationships. Digital business relationships conducted in digital environments are emerging phenomenon in main stream marketing literature. This paper is conceptual in nature and the main outcome of the study is the model developed for tackling the phenomenon.