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What are relationships in business networks?

Maria Holmlund (Swedish School of Economics and Business Administration, Department of Marketing and Corporate Geography, and CERS – Center for Relationship Marketing and Service Management, Helsinki, Finland)
Jan‐Åke Törnroos (Swedish School of Economics and Business Administration, Department of Marketing and Corporate Geography, and CERS – Center for Relationship Marketing and Service Management, Helsinki, Finland)

Management Decision

ISSN: 0025-1747

Article publication date: 1 May 1997

Abstract

An understanding of business networks and the specific processes affecting change in networks is intimately connected to the understanding of the nature of relationships. Relationships constitute the core aspect which connects actors, resources and activities in a business network. Presents an overview of basic features of relationships. Groups relational concepts from the business marketing literature into structural, economic and social dimensions. Outlines a marketing model of three network layers in business networks based on different types of actors. The proposed network layers in the model constitute the production network layer, the resource network layer and the social network layer. Finally, assigns relational concepts to their related network layers in a relationship matrix.

Keywords

Citation

Holmlund, M. and Törnroos, J. (1997), "What are relationships in business networks? ", Management Decision, Vol. 35 No. 4, pp. 304-309. https://doi.org/10.1108/00251749710169693

Publisher

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MCB UP Ltd

Copyright © 1997, MCB UP Limited