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Construction of meanings in business relationships and networks

Antonella La Rocca (Akershus University Hospital, Lørenskog, Norway and BI Norwegian Business School, Oslo, Norway)
Ivan Snehota (Università della Svizzera Italiana USI, Lugano, Switzerland)
Carlotta Trabattoni (Soho Flordis International, St Leonards, Australia)

IMP Journal

ISSN: 0809-7259

Article publication date: 6 July 2015



The purpose of this paper is to address an issue related to the role of interaction processes in the development of customer-supplier relationships in business markets.


Focusing on the role of cognition in interaction behaviours in business relationships, the authors examine two research streams that offer perspectives on interaction processes akin to the IMP – the socio-cognitive perspective and the practice-based approach to markets and marketing.


The two research streams analysed contribute to understanding the link between cognition and interaction behaviours by pointing to the construction of meanings as an important factor in interaction behaviours and indicating storytelling as a tool to construct meanings among the actors.


This paper is among the few studies that focus the attention on communication processes in business relationships and networks.



La Rocca, A., Snehota, I. and Trabattoni, C. (2015), "Construction of meanings in business relationships and networks", IMP Journal, Vol. 9 No. 2, pp. 163-176.



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