How to change contracts into beneficial relationships – the results of empirical research
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Abstract
The aim of the article is to provide answers to two research questions. Firstly, what in business practice is needed to convert a contact into beneficial relationship. And secondly, whether numerous personal contacts, the so-called “connections” are sufficient to achieve sustained success in creating business relationships. The authors responded the questions by using the results of research conducted among 419 companies. As a result they proposed a scheme of the development process from contact to a beneficial relationship.
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