Università della Svizzera italiana

Interaction and actors‘ identities in business relationships

La Rocca, Antonella ; Snehota, Ivan (Dir.)

Thèse de doctorat : Università della Svizzera italiana, 2011.

The existence of continuous buyer-seller relationships in business-to- business markets has been evidenced in numerous empirical studies and more recently acknowledged in marketing in general. Research shows that the critical process in the development of business relationships is interaction (Håkansson et al., 2009). This study deals with the interactive behaviours of actors and focuses on...

Università della Svizzera italiana

Communication flow, channels, content and climate in downsizing

Illia, Laura ; Lurati, Francesco ; La Rocca, Antonella

Effective internal communication contributes to the overall organizational communication that aims to maintain a sustainable reputation during times of change. Arising from this belief, this paper aims to develop a theoretical framework in which the type of communication content, flows, channels, and climate better fits into the planning, implementation, and revitalization phases within the...