Abstract
In this paper we address the issue ‘How do relationships begin?’ Based on a review of work within theIMP Approach on stage and state models of relationship evolution, we conclude that very littleattention has been paid to beginnings of relationships. We discuss why this might be so, and why theissue deserves more consideration. Based on a case study, we make a first start at discussing how wemay conceptualise and discuss relationship beginnings. Furthermore, we depict a firm’s ‘relationshipinitiation profile’ and suggest that a firm may benefit from examining its profile and the costs andbenefits associated with it. Lastly, we propose issues which may be pursued in further research.Keywords: relationship evolution, stage model, state model, beginning, relationship initiation profile.
| Original language | English |
|---|---|
| Title of host publication | Dealing with Dualities. Proceedings (online) of the 21st IMP Conference 2005, 1-3 September 2005, Rotterdam, The Netherlands |
| Place of Publication | Rotterdam |
| Publisher | Industrial Marketing and Purchasing (IMP) Group |
| Pages | - |
| Number of pages | 11 |
| Publication status | Published - 1 Sept 2005 |
| Event | 21st IMP Conference 2005: Dealing with Dualities - Rotterdam, Netherlands Duration: 1 Sept 2005 → 3 Sept 2005 Conference number: 21 |
Conference
| Conference | 21st IMP Conference 2005 |
|---|---|
| Country/Territory | Netherlands |
| City | Rotterdam |
| Period | 1/09/05 → 3/09/05 |
Keywords
- METIS-230856
- relationship initiation profile
- stage model
- state model
- IR-82756
- Relationship evolution
- beginning