Browsing Institutt for industriell økonomi og teknologiledelse by Author "Aarikka-Stenroos, Leena"

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Building B2B relationships via initiation contributors: Three cases from the Norwegian-South Korean international project business

Aarikka-Stenroos, Leena; Aaboen, Lise; Cova, Bernard; Rolfsen, Aron (Journal article; Peer reviewed, 2018)

Initiation is still an unclear phase of B2B relationship development. Here, we build on existing theoretical knowledge derived from relationship development, project marketing and international business literature. We use ...
Start-ups initiating business relationships: process and asymmetry

Aaboen, Lise; Aarikka-Stenroos, Leena (Journal article; Peer reviewed, 2017)

Purpose The purpose of this paper is to develop an understanding of how start-ups initiate business relationships and to identify the subprocesses that characterise business-relationship initiations in a start-up context. ...