The purpose of this paper is to investigate the intra- and inter-organizational effects of introducing a Customer Relationship Management (CRM) system in a firm. Today, CRM appears to be a "buzzword" in the academic literature and it can be analysed under different and sometimes divergent...

Purpose – This article aims to analyze a set of features in the managerial implications of the most-cited business-to-business (B2B) marketing articles which are related to their managerial relevance. The purpose is to further identify which are the most recurrent features of managerial...

Purpose The purpose of this paper is to explore two specific areas pertaining to industrial networks and international business (IB). First, the authors look at how business relationships influence the internationalization in time, from the establishment of the first subsidiary in a foreign...

Purpose Contemporary innovation policy investments rests on the assumption that the main problematic interface is the one between the non-business developing setting and a rather friction-free producer and user setting. Given a business landscape characterized by interdependencies, any...

The paper focuses on discontinuity in interaction by investigating the evolving phases in business to business relationships. From the theoretical point of view, the paper deals with the topic of discontinuity considered to be an unexplored aspect of interaction. Methodologically, the paper...

Purpose – The purpose of this paper is to propose evidence on the role of serendipity in business relationship. It concerns the understanding of the unplanned development of the relationship and the opportunities that may arise from taking serendipity as a “shaping” factor of relationship...