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Journal of business market management

, Volume 4, Issue 2, pp 73–90 | Cite as

Relationship Development in Business Triads—Case Studies in Corporate Travel Management

  • Anne HolmaEmail author
Research Article

Abstract

By applying the IMP Group’s actors, resources and activities framework, and the punctuated equilibrium model of change, this paper outlines the development of triadic business relationships. The key findings indicate the triads’ structure reinforcing long-term development, despite short-term degenerative development in the dyads. Managerial implications concern relationship management in ongoing service supply and sourcing processes.

Keywords

Business triad Relationship development Corporate travel B2B service Case study 

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Copyright information

© Gabler-Verlag 2010

Authors and Affiliations

  1. 1.Hanken School of EconomicsDepartment of MarketingVaasaFinland

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