alexa Dialogue and its role in the development of relationship specific knowledge
Business & Management

Business & Management

Journal of Hotel & Business Management

Author(s): David Ballantyne

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In this article, dialogue is explored as an interactive process of learning together. This process is often spontaneous and unruly but bounded by a serious intent to reach mutual understanding. Also, the concept of relationship specific knowledge is introduced to explain how trust between business counterparts develops through dialogue in iterative cycles of learning. Dialogue also brings opportunities for generating new business knowledge, within the firm and between firms, in the form of creative solutions to marketing and supply problems. In this way, mutual value in buyer‐supplier exchanges is enhanced.

This article was published in Journal of Business & Industrial Marketing and referenced in Journal of Hotel & Business Management

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