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Business-to-business interpersonal relationships: The role of professional distance

Newman Anouche; Lings Ian; Gudergan Siggi (Australian and New Zealand Marketing Academy Conference, 2005)
Managing relational tensions: the professional engagement process

Lings Ian; Newman Anouche; Gudergan Siggi (Australian and New Zealand Marketing Academy Conference, 2006)

Personal ties may develop between boundary spanners as a result of their position as firm representatives, and are often actively encouraged to facilitate the successful management of interorganisational relationships. ...
Relational Orientation versus Firm Orientation: Want versus Should

Newman Anouche; Lings Ian; Gudergan Siggi; Noguti Valeria (Otago University, 2007)

This paper provides insights into employee decision making when there is a conflict between doing what is best for the firm (firm orientation) and doing what is best for one’s interpersonal relationship with an external ...
Tensions in business relationships: the role of professional distancing

Lings Ian; Newman Anouche; Gudergan Siggi (Academy of Marketing, 2006)

A conceptual framework is suggested to explain the cognitive process employed by boundary spanners engaged in one-to-one interpersonal relationships to alleviate the tension they experience as a result of conflict between ...

Now showing items 1-4 of 4