Abstract
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.
Keywords
BusinessValue (mathematics)Process (computing)Knowledge managementMarketingProcess managementComputer science
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Publication Info
- Year
- 2004
- Type
- article
- Volume
- 19
- Issue
- 2
- Pages
- 114-123
- Citations
- 319
- Access
- Closed
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Cite This
David Ballantyne
(2004).
Dialogue and its role in the development of relationship specific knowledge.
Journal of Business and Industrial Marketing
, 19
(2)
, 114-123.
https://doi.org/10.1108/08858620410523990
Identifiers
- DOI
- 10.1108/08858620410523990