Paper info: What really happens in initiation? - Investigating the subprocesses and features of emerging buyer-seller relationships
What really happens in initiation? - Investigating the subprocesses and features of emerging buyer-seller relationships
Place of Publication
The paper was published at the 24th IMP-conference in Uppsala, Sweden in 2008.
The initiation of relationships is a neglected research area. Previous research has focused on stages or states of relationship development and initiation. In this paper we identify and analyze the key subprocesses of initiation (buyer-seller relationship).On the basis of a broad scope literature review, we aim to enrich the conceptual description of the initiation of business relationships. The findings relate to three major aspects of initiations: the blurredness of the initiation phase originates from the features of the initiations (activity, intentionality and speed), various actors and exchange dimension involved in the initiation phase and non-linear and linear subprocesses of the initiation process. The study offers a prosperous basis for further research in the area.