Purpose The purpose of this paper is to develop an understanding of how start-ups initiate
business relationships and to identify the subprocesses that characterise business …

During the last few years, several authors have recognised the need for more research into
how start-ups or new business ventures initiate new relationships. Aaboen, Dubois and Lind …

CRM Systems in Industrial Companies contributes new knowledge on Customer
Relationship Management (CRM) in the field of industrial marketing. Based on an in-depth …

Purpose–Start-ups are companies that are not yet embedded in a pre-existing network of
relationships. Studies that researched how start-ups act in their relationships focused on just …

Third actor introductions to interaction episodes aiming at fast-forwarding new firm relationship
development | Emerald Insight Books and journals Case studies Expert Briefings Open Access …

Production transfers are a result of outsourcing and offshoring decisions. Because of the
strategic focus of the outsourcing literature, the operational issues of relationship …

Aarikka-Stenroos 163 Page 1 1 The promoting role of third actors in initiating business
relationships Leena Aarikka-Stenroos Researcher, M. Sc. (Econ. & Bus. Adm.), M. Sc. (Hum.) …

Due to the complexity of postmodern markets, firms are developing corporate heritage
marketing initiatives to engage in consumer research for emotional ties. Due to its rising …

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 …

Purpose Networks and relationships are not stable. On the contrary, they change and are
transformed by the actors who take part in them. Change and transformation result from the …