INTERORGANIZATIONAL LEARNING AND RELATIONSHIP MARKETING: AN EXPLORATORY STUDY

Authors

  • Fabiano Larentis Universidade de Caxias do Sul
  • Claudio Baltazar Corrêa de Mello Universidade de Caxias do Sul (UCS)
  • Claudia Simone Antonello Universidade Federal do Rio Grande do Sul (UFRGS)

DOI:

https://doi.org/10.19177/reen.v14e22021162-194

Keywords:

Relationship Marketing, Interorganizational Relationships, Situated Organizational Learning, Formal and Informal Processes of Learning, Interorganizational Learning.

Abstract

This paper aims to analyse the learning processes arising from interorganizational relationships, focusing the practices of relationship marketing between suppliers and customers. We conducted a basic qualitative study with companies, through in-depth interviews. As main results we have identified the preponderancy of informal learning process, bearing in mind experiences, sharing and changes of worldviews in learning situations, as well as the learning to trust, to commit and to cooperate. The formal learning processes, on the other hand, has contributed to the development of informal processes, and vice versa.

Author Biographies

  • Fabiano Larentis, Universidade de Caxias do Sul

    Doutor em Administração (UFRGS)

    Docente do Programa de Pós-Graduação em Administração (PPGA UCS)

  • Claudio Baltazar Corrêa de Mello, Universidade de Caxias do Sul (UCS)

    Doutor em Administração (PUCRS/UCS)

  • Claudia Simone Antonello, Universidade Federal do Rio Grande do Sul (UFRGS)

    Doutor em Administração (UFRGS)

    Docente do Programa de Pós-Graduação em Administração (PPGA-UFRGS): 

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Published

2021-11-08

Issue

Vol. 14 No. 2 (2021)

Section

Artigos Científicos

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