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Boundary Spanning and the Art of Persuasion
University of Vaasa.
University of Vaasa.
Luleå University of Technology, Department of Business Administration, Technology and Social Sciences, Innovation and Design.
Number of Authors: 3
2017 (English)In: Practices for Network Management: In Search of Collaborative Advantage / [ed] Jukka Vesalainen, Katri Valkokari, Magnus Hellström, Springer International Publishing , 2017, 91-103 p.Chapter in book (Refereed)
Abstract [en]

Managing business relationships is challenging because people with boundary roles do not have any authority over others in the network. That is why various forms of persuasion play an important role in building socially embedded business relationships. Firms do not usually pay deliberate attention to how their people with boundary roles communicate when interacting with other firms’ representatives. This chapter presents a tool to evaluate the rhetoric of people with boundary roles within firms when they interact with the other firms’ representatives. Based on Aristotelian rhetoric—broadly defined as the art of persuasion—we developed and tested a tool that enables evaluation and development of boundary-spanning behavior in inter-organizational relationships.

Place, publisher, year, edition, pages
Springer International Publishing , 2017. 91-103 p.
National Category
Other Engineering and Technologies not elsewhere specified
Research subject
Entrepreneurship and Innovation
Identifiers
URN: urn:nbn:se:ltu:diva-62552DOI: 10.1007/978-3-319-49649-8_7Scopus ID: 2-s2.0-85019872588ISBN: 978-3-319-49648-1 (print)ISBN: 978-3-319-49649-8 (print)OAI: oai:DiVA.org:ltu-62552DiVA: diva2:1082711
Available from: 2017-03-17 Created: 2017-03-17 Last updated: 2017-06-14Bibliographically approved

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CiteExportLink to record
Permanent link

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Cite
Citation style
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf