Explaining the development of business relationships requires understanding the conduct of actors in interaction. Heuristics appear to play an important role in orienting the interaction behavior of actors in business relationships. Defined as "rules on the shelves" or as "cognitive shortcuts", heuristics tend to be deployed when limitations in information, in time and/or in the processing capacity are present, conditions that are typical of interaction in customer-supplier relationships in b2b markets. In this work-in-progress conceptual paper we review the extant literature on heuristics in management and we outline a research design and instruments to investigate empirically how heuristics emerge and how the use of heuristics affects the interaction process in buyer seller relationships.
Heuristics in business interaction / Guercini S.; La Rocca A.; Runfola A.; Snehota I.. - ELETTRONICO. - (2013), pp. 1-15. (Intervento presentato al convegno 29th Annual IMP Conference “Building and managing relationships in a global network: challenges and necessary capabilities” tenutosi a Atlanta, Georgia, USA nel 30th August - 2nd September 2013).
Heuristics in business interaction
GUERCINI, SIMONE;RUNFOLA, ANDREA;
2013
Abstract
Explaining the development of business relationships requires understanding the conduct of actors in interaction. Heuristics appear to play an important role in orienting the interaction behavior of actors in business relationships. Defined as "rules on the shelves" or as "cognitive shortcuts", heuristics tend to be deployed when limitations in information, in time and/or in the processing capacity are present, conditions that are typical of interaction in customer-supplier relationships in b2b markets. In this work-in-progress conceptual paper we review the extant literature on heuristics in management and we outline a research design and instruments to investigate empirically how heuristics emerge and how the use of heuristics affects the interaction process in buyer seller relationships.
I documenti in FLORE sono protetti da copyright e tutti i diritti sono riservati, salvo diversa indicazione.
