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Dialogue and its role in the development of relationship specific knowledge

David Ballantyne (Senior Fellow at the Melbourne Business School, The University of Melbourne, Australia)

Journal of Business & Industrial Marketing

ISSN: 0885-8624

Article publication date: 1 March 2004



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.



Ballantyne, D. (2004), "Dialogue and its role in the development of relationship specific knowledge", Journal of Business & Industrial Marketing, Vol. 19 No. 2, pp. 114-123.



Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited

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