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Expanding the marriage metaphor in understanding long-term business relationships

机译:在理解长期业务关系方面扩大婚姻的隐喻

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Purpose - The paper seeks to enrich current and future research on the topic of long-term business relationships within organizational networks through expansion of the marriage metaphor. Design/methodology/approach - The paper reviews the relationship marketing literature as well as incorporating sociological literature dealing with marriage and the family, specifically with respect to inter-family working relationships. An extended family metaphor is proposed as a more appropriate metaphor for firms involved in network relationships. The paper is divided into three sections. The first contains a re-conceptualization of the original stages developed by Dwyer et al. (1987). Next, non-phase elements of these relationships are discussed. Finally, areas for future research building on this metaphor are suggested. Findings - The extended family metaphor implies several interesting opportunities for future research, including investing the compensatory nature of relationships and specific factors that might impact relationship discussion. Practical implications - This paper brings our conceptual thinking more in line with organizational reality, namely that organizations are more likely involved in dyadic relationships embedded in a network of inter-relationships. Using an extended family metaphor highlights additional stressors on the relationships, suggesting areas that need attention in an effort to maintain the relationship. It also more clearly focuses on the dynamic of interactions outside the dyad and how these affect the dyadic relationship. Originality/value - The marriage metaphor has been a catalyst for a wide variety of managerially significant research efforts. This extension of the metaphor to include the extended family may do the same.
机译:目的-本文旨在通过扩大婚姻隐喻来丰富组织网络内长期业务关系这一主题的当前和未来研究。设计/方法论/方法-本文回顾了关系营销文献以及有关婚姻和家庭的社会学文献,特别是关于家庭间工作关系的文献。对于涉及网络关系的公司,提出了大家庭隐喻作为更合适的隐喻。本文分为三个部分。第一个包含对Dwyer等人开发的原始阶段的重新概念化。 (1987)。接下来,讨论这些关系的非相位元素。最后,建议在此隐喻的基础上进行未来研究的领域。调查结果-大家庭的隐喻意味着未来的研究有很多有趣的机会,包括投资关系的补偿性质和可能影响关系讨论的特定因素。实际意义-本文使我们的概念性思维更符合组织现实,即组织更可能参与嵌入在相互关系网络中的二元关系。使用大家庭的隐喻会突出关系上的其他压力,建议在保持关系方面需要注意的领域。它也更明确地关注于二元组外相互作用的动态以及它们如何影响二元关系。原创性/价值-婚姻隐喻已成为各种管理上重要的研究工作的催化剂。隐喻的这种扩展包括扩展的家庭可能会做同样的事情。

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