Abstract
Research carried out in the 1980's found interpersonal contact to be at the very heart of managing business to business relationships. However, since this research was completed there has been huge growth in the information technology industry, which now provides a number of alternative methods of communication to face-to-face contact. The present research has found that companies that have differing degrees of difficulty managing relationships may be associated with differing degrees of IT implementation and interpersonal interaction.
| Original language | English |
|---|---|
| Pages (from-to) | 35-54 |
| Number of pages | 20 |
| Journal | Journal of Customer Behavior |
| Volume | 2 |
| Issue number | 1 |
| DOIs | |
| Publication status | Published - Mar 2003 |