Relationships are fundamental to all but the most impersonal forms of interaction in business. Human agents who are unsure of themselves seek honourable trading relationships. The establishment and growth of interpersonal relationships is a result of reciprocal exchange of information. This paper addresses the problem of use of information for developing and utilising relationships between nego...

This paper examines the task, relationship, and change orientations of e-business leadership, based on an exploratory study of 31 successfully operating e-business sites, with hypotheses developed from situational leadership theory. The results indicate that, despite different levels of e-business readiness, effective leadership is characterized by high task, high relationship, and high change-...

This article introduces quasi-Darwinian selection as a new explanatory paradigm for marketing relationships. In this paradigm, established relationships are viewed as survivors of a selection process whose parameters are the conduct of the partners, dependencies between the partners, and external adversities in the markets. Selection has the effect of culling certain combinations of these param...