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Title: Interactive resource development in new business relationships
Authors: Gadde, Lars-Erik
Hjelmgren, Daniel
Skarp, Fredrik
Department: University of Borås. School of Business and IT
Issue Date: 2012
Journal Title: Journal of Business Research
ISSN: 0148-2963
Volume: 65
Issue: 2
Pages: 210-217
Publisher: Elsevier Inc.
Media type: text
Publication type: article, peer reviewed scientific
Subject Category: Subject categories::Social Sciences
Area of Research: Marknadsföring
Strategic Research Area: Business and IT
Abstract: Interaction in businessrelationships is a significant means of resourcedevelopment. Studies of these processes have focused on interactivedevelopment in long-term relationships between buyer and supplier. This study explores the characteristics of joint resourcedevelopment in newbusinessrelationships, where the two parties have no previous experience of interacting with each other. The study is based on the industrial network model and contains two cases of interactivedevelopment of new products with entirely different features. This research shows that joint development in a newrelationship is strongly dependent on the resources of other business partners, since no previous adaptations exist between the two focal actors. Access to these resources is achieved through the established businessrelationships of the two parties. Furthermore, previous interactions with other business partners have a significant impact on the outcome of interactivedevelopment in a newbusinessrelationship. The main reason for these conditions is that the features of the resources of the two parties have evolved during these interactions.
DOI: 10.1016/j.jbusres.2010.11.027
URI: http://hdl.handle.net/2320/10968
Sustainable development: -
Appears in Collections:Artiklar och rapporter / Articles and reports (Business Administration)

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