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The Impact of Information Technology on the Management of Business to Business Relationships

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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.

Keywords: BUSINESS TO BUSINESS MARKETING; INFORMATION; INTERPERSONAL CONTACT; RELATIONSHIP MANAGEMENT; TECHNOLOGY

Document Type: Research Article

DOI: http://dx.doi.org/10.1362/147539203764935372

Publication date: March 1, 2003

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