Functions of personal relations in business relationship dynamics: Revisiting the Halinen and Salmi (2001) framework
Salmi, Asta; Halinen, Aino (2024-06-21)
Avaa tiedosto
Sisältö avataan julkiseksi: 21.12.2025
Routledge
21.06.2024
Salmi, A., & Halinen, A. (2024). Functions of personal relations in business relationship dynamics. In M. Ivanova-Gongne, L. Torkkeli, N. Koporcic, & W. Barner-Rаsmussen, Individuals in B2B Marketing (1st ed., pp. 175–192). Routledge. https://doi.org/10.4324/9781003388036-13
https://creativecommons.org/licenses/by-nc-nd/4.0/
This is an Accepted Manuscript of a book chapter published by Routledge/CRC Press in Individuals in B2B Marketing: Sensemaking and Action in Context on 21 June 2024, available online: http://www.routledge.com/9781032482200. It is deposited under the terms of the Creative Commons Attribution-NonCommercial-NoDerivatives License (http://creativecommons.org/licenses/by-nc-nd/4.0/), which permits non-commercial re-use, distribution, and reproduction in any medium, provided the original work is properly cited, and is not altered, transformed, or built upon in any way
https://creativecommons.org/licenses/by-nc-nd/4.0/
This is an Accepted Manuscript of a book chapter published by Routledge/CRC Press in Individuals in B2B Marketing: Sensemaking and Action in Context on 21 June 2024, available online: http://www.routledge.com/9781032482200. It is deposited under the terms of the Creative Commons Attribution-NonCommercial-NoDerivatives License (http://creativecommons.org/licenses/by-nc-nd/4.0/), which permits non-commercial re-use, distribution, and reproduction in any medium, provided the original work is properly cited, and is not altered, transformed, or built upon in any way
https://creativecommons.org/licenses/by-nc-nd/4.0/
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:oulu-202412097131
https://urn.fi/URN:NBN:fi:oulu-202412097131
Tiivistelmä
Abstract
This chapter analyzes the role that personal relations play in the existence and development of business relationships. We revisit the early Halinen and Salmi framework from 2001, discuss it in light of recent research findings, and update it to better reflect the current state of knowledge. We have updated the framework by adopting a more detailed view on relationship development. Essentially, in addition to initiation, ending, and crisis situations, relationship development may include dormant or inactive phases. The revised framework provides a more fine-tuned and situation-based analysis of relationship dynamics. It also extends the examination of personal contacts to include both action-related and cognition-related functions. We pay attention to the embeddedness aspect: The dynamics of business relationships depend on a variety of personal relations and networks in which business relationships are inevitably embedded. Furthermore, we suggest the sensemaking perspective as a relevant approach to studying the role of personal relations in situations of major change.
This chapter analyzes the role that personal relations play in the existence and development of business relationships. We revisit the early Halinen and Salmi framework from 2001, discuss it in light of recent research findings, and update it to better reflect the current state of knowledge. We have updated the framework by adopting a more detailed view on relationship development. Essentially, in addition to initiation, ending, and crisis situations, relationship development may include dormant or inactive phases. The revised framework provides a more fine-tuned and situation-based analysis of relationship dynamics. It also extends the examination of personal contacts to include both action-related and cognition-related functions. We pay attention to the embeddedness aspect: The dynamics of business relationships depend on a variety of personal relations and networks in which business relationships are inevitably embedded. Furthermore, we suggest the sensemaking perspective as a relevant approach to studying the role of personal relations in situations of major change.
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