Superior Expertise Research Articles

Signalling through managerial tone and analysts’ response

ABSTRACT This study investigates the interaction between a tone signaller and receiver through managerial tone on a conference call. Based on a signalling framework, we examine the following research questions: Does the signal (tone) match the latent information it intends to convey? Can a receiver (analyst) interpret the signal correctly and send feedback to confirm (or disconfirm) it? Does the signalling environment impact signalling effectiveness? Using a sample of 3680 transcripts of earnings conference calls from 241 UK firms in the FTSE 350 Index, we find that managerial tone can produce effective signals that match private information from managers. Analysts understand tone signals accurately and send confirmation feedback to managers. They revise their forecasts upward (downward) following more (less) optimistic managerial tones. They consistently confirm and respond to managers with a similar tone. Analysts with superior expertise, experience and ability better understand the tone signal, leading to a larger reduction in forecast error. The information environment can moderate signalling effectiveness. This shows that managerial tone represents a reliable signalling device for transmitting latent information on a firm’s quality and future performance and that receivers can understand this signal correctly. This study highlights the signalling role of managerial tone in managers and analysts’ communication. HIGHLIGHTS Managerial tone effectively communicates private information to analysts. Analysts accurately interpret tone signals and adjust forecasts accordingly. Analysts with superior expertise better understand tone, reducing forecast errors. Managerial tone's signalling effectiveness varies with information environment.

Historical and biographical essay. Memories of life of Dovlet Pozadovich Achegu, a surgeon of a superior expert category (1919–1963)

The relevance of the research is due to the growing interest of researchers and readers in the experience of the Soviet period of history, through life paths, biographies, and the results of the activities of ordinary people. The problem of the research is to analyze sociocultural processes through sources of personal origin (documents, photos, memories, etc.). The purpose of the research is using the biography of Achegu D.P. to understand social, cultural, professional and psychological aspects of the Soviet period. The historical and biographical method became the basis of the research methodology for examining the life and work of a superior expert category Dovlet Pozadovich Achegu (1919-1963), the first head of the surgical department of the Adyghe Regional Hospital. The methods of scientific analysis and generalization were also used. The research results. The description and analysis of the life story of Dovlet Pozadovich allows us to generalize and understand social, cultural and psychological phenomena of a certain historical period. The fate of Achegu included the main milestones of the Soviet period. He experienced all the joys and hardships of difficult military-political and ideological processes. All significant historical events of those years run like a red thread through his life. Undoubtedly, Dovlet was not unique; he was formed as a highly qualified specialist and an interesting person under the influence of the system of Soviet culture, education, norms of behavior and attitude towards the profession. Key findings. The younger generation of doctors and medical students need to know such stories and biographies as an example of service to the profession and duty of a doctor. The life and work of Achegu D.P. can serve as an example for the formation of personal meanings and value guidelines for modern youth. Such “microhistories” related to the humanistic direction of the study of history, analyze the cultural, professional, and family values of people. They describe small elements that are important for knowledge and understanding of a certain era, which help answer big questions and build the continuity of generations.

ChatBBNJ: a question–answering system for acquiring knowledge on biodiversity beyond national jurisdiction

The marine biodiversity in Areas beyond national jurisdiction (ABNJ), encompassing approximately two-thirds of the global ocean, is persistently declining. In 2023, the agreement on the Conservation and Sustainable Use of Marine Biodiversity of Areas Beyond National Jurisdiction (BBNJ) was officially adopted. Implementing the BBNJ Agreement has the potential to effectively meet global needs for preserving marine biodiversity. Nevertheless, the implementation requires dealing with thousands of legal clauses, and the parties participating in the process lack adequate means to acquire knowledge connected to BBNJ. This paper introduces ChatBBNJ, a highly efficient question-answering system that combines a novel data engineering technique with large language models (LLMs) of Natural Language Processing (NLP). The system aims to efficiently provide stakeholders with BBNJ-related knowledge, thereby facilitating and enhancing their comprehension and involvement with the subject matter. The experimental results demonstrate that the proposed ChatBBNJ exhibits superior expertise in the BBNJ domain, outperforming baseline models in terms of precision, recall, and F1-scores. The successful deployment of the suggested system is expected to greatly assist stakeholders in acquiring BBNJ knowledge and facilitating the effective implementation of the BBNJ Agreement. Therefore, this is expected to contribute to the conservation and sustainable use of marine biodiversity in ABNJ.

Toward decolonial community psychologies from Abya Yala.

The epistemologies generated from colonized spaces such as Latin America and the Caribbean have been excluded from the dominant Euro- and US-centric discourses of community psychology. Modern science is compartmentalized into disciplines forming silos and boundaries among them. Historically, psychology has been authored by European or North American White men, claiming superior expertise as detached researchers who study, analyze, interpret, and represent the inferior objects of study. Therefore, we should ask: what type of knowledges does psychology generate, with whom, and for what? Our praxis constitutes a political act which should question and challenge coloniality. In Latin America and the Caribbean, we became increasingly aware of the importance of generating knowledges about the communal (lo común)based on the experiences of Indigenous people in the Americas. Epistemologies from Abya Yala delink from the hegemonic, US-Eurocentric paradigms and address the structural violence of the neoliberal system. To co-create an inclusive and pluriversal discipline of psychology, we need to disrupt the linguistic colonization executed by the imposition of the English language legitimized as universal. We ought to convey the many examples of epistemologies and praxes from Abya Yala that contribute to the co-construction of decolonial psychologies emerging from their own localities and cultures. We propose counterepistemologies that disrupt a monocultural, monolingustic, universal, and hegemonic epistemology. This paper reviews selected decolonial contributions from Abya Yala and sketches pathways toward the making of decolonial community psychologies anchored in pluriversal ecologies of knowledges.

Maintaining and extending hegemony: The politics of accounting standard setting

This paper offers a critical analysis of the politics of accounting standard setting. The International Accounting Standards Board (IASB) hold an increasingly monopolistic role in accounting regulation across the globe, and make claims to transparency, neutrality and superior expertise to legitimize their hegemonic position. In 2009 the IASB extended their standard setting beyond listed entities to the International Financial Reporting Standard for Small and Medium-Sized Entities (IFRS for SMEs). This paper explores the political antagonisms surrounding this extension, finding that the IASB undertook this project to block counter articulations from several bodies. To unpack the politics of the IASB’s extension this paper draws on Laclau and Mouffe’s hegemony and Glynos and Howarth’s political logics, to argue that the IASB maintain and extend hegemony by dismissing and blocking alternatives through the rhetoric of superior expertise, which ultimately enables them to extend ideologies of advanced financial capital and capital markets to new spaces.

THU086 Pituitary Post-Surgical Outcomes According To Neurosurgical Expertise: A Retrospective Study From A Tertiary Endocrinological Centre

Abstract Disclosure: S. De Vincentis: None. S. Pederzoli: None. M. Monzani: None. N. Bacchi: None. B. Madeo: None. C. Diazzi: None. V. Rochira: None. BACKGROUND: Neurosurgeons’ expertise is a key element to achieve better pituitary outcomes. At present the impact of expertise has been investigated mainly on disease control in functioning pituitary adenomas. AIM: To explore from a real-life database the impact of neurosurgical centre expertise on post-surgical outcomes in patients with pituitary masses attending a tertiary academic medical centre. METHODOLOGY: A retrospective, observational, single-centre study was carried out including all patients attending the Endocrinology Unit of Modena (Italy) that underwent pituitary surgery from January 1995 to February 2022. Pre- and post-surgical data (i.e. tumor diameter, surgery-related complications and pituitary function) were collected from record charts. Patients were divided in two groups according to neurosurgical centre expertise: Low-Volume Centres (LVC) (less than 50 pituitary surgeries per year) and High-Volume Centres (HVC) (50 or more pituitary surgeries per year). RESULTS: A total of 125 enrolled patients (59 females; 66 males; median age 52) were grouped in LVC (67 patients, 54%) and HVC (58 patients, 46 %) groups according to neurosurgical centre expertise. At histology 106 patients (84.8%) had a pituitary adenoma, 10(8.0%) a craniopharyngioma, and 9 (7.2%) other rarer diagnoses. A pre-surgical endocrinological evaluation was performed more frequently in patients with adenoma (50%) than craniopharyngioma (11.3%) (p <0.001). Pre-surgical endocrinological evaluation was significantly more frequently available in LVC (25.4%) than HVC (1.7%) (p <0.001). Surgical approach was trans-sphenoidal in 90.4% of cases, with only few craniotomy (9.6%). No patients were approached with craniotomy in HVC group, compared to 17.9% of LVC group (p<0.001). A post-surgical remnant was present in 72 patients (57.6%) and it was significantly more frequent in patients of LVC than HVC group (74.6% vs 37.9%, p<0.001). At the binary logistic regression analysis, we found that patients of LVC group had an almost five-fold increased likelihood to have a postoperative residual lesion compared to HVC (OR 4.8; 95% CI: 2.2-10.3). Median percentage decrease from baseline was 76% [-8.2; 100] and it was significantly higher in patients of HVC than LVC group (p<0.001). LVC patients had four-fold increased likelihood to have hypopituitarism (OR: 3.7; 95% CI: 1.7-7.8), while no difference was found for other post-surgical complications. CONCLUSIONS: This study demonstrates that post-surgical outcomes are better in neurosurgical centres with superior expertise. The lack of pre-operative endocrinological evaluation is significantly associated to surgery performed in a not-experienced centre. A close multidisciplinary cooperation between experienced endocrinologists and neurosurgeons is required both before and after surgical procedures. Presentation: Thursday, June 15, 2023

Dynamics of closed-form invariant solutions and diversity of wave profiles of (2+1)-dimensional Ito integro-differential equation via Lie symmetry analysis

Nonlinear evolution equations are exploited in the models of complex nonlinear phenomena, explaining a number of our real-world problems in different fields of engineering and nonlinear sciences, for example, the modeling of interactions between ocean forces and the atmosphere, fiber optics, fluid dynamics, plasma physics, marine physics, and nonlinear dynamics. In this work, a comparatively new Lie symmetry analysis technique has been effectively implemented to explore some closed-form invariant solutions of the (2+1)-dimensional Ito equation. This technique is essential to minimize the number of independent variables by one at each stage until an ordinary differential equation (ODE) is formed. By utilizing the invariance analysis, the possible infinitesimal generators are derived, which are used to reduce the test problem and lead to determining the ODEs. All the exact solutions obtained are totally novel and differ significantly from previously published results. Due to the existence of some different arbitrary constants and functions, the solution provides a wealth of physical configurations. The solutions obtained in this article are thrust into the giant wave solutions such as curved shaped multi-solitons, parabolic waves, solitary waves, and traveling wave profiles displayed using three-dimensional (3D) wave patterns. Finally, we used symbolic computations in Mathematica to verify all the obtained soliton solutions. Furthermore, the current method’s superior expertise ensures that it is essentially capable of reducing the size of the computational assignment and can solve a variety of complex nonlinear partial differential equations (NLPDEs) that arise in many fields of nonlinear sciences, ocean engineering, nonlinear waves, and fluid dynamics.

The Effects of Expertise, Status Power, and Language Use on Perception of Task Partner

An experiment manipulated the relative expertise and status power of dyad task partners, examining how expertise and status power affect language use and if linguistic cues that emerged during the interaction influence a partner's assessment of the speaker's competence. One hundred twenty-eight dyads worked together on a problem-solving task without knowing who had received better quality information beforehand. One hundred twenty-four interactions were transcribed and quantified using both language software and human coders. Members with superior expertise spoke more words and used more tag questions than those with less expertise. The data did not yield support for more politeness in low-status members’ language nor more confidence in high-expertise members’ language. Members who spoke more were perceived as more competent by partners. Members who used more hedges were perceived as more competent and polite. Results identified language features that can be used strategically to exert influence on others and manage impressions.

The ‘Lieutenants’ of Coaching: How Materiality Shapes Coach Developers’ Practices

One might assume that sport coaches are experts in coaching relationally as they do, after all, have to consider how their lieutenants work together in any given practice. If true, then coach developers, who coach the coaches, might be thought of as superior experts in relational provision. If also true, then a relational inquiry into coach education programmes is necessary for conceptualising learning. But previous conceptualisations of learning have neither considered relational analyses nor viewed learning as something that is not derivative from the coach. In this article, I examine how materials participate in and the ways materiality shapes two coach developers’ practices. Methodologically, I draw inspiration from actor-network theory, which is a sociomaterial approach that focuses on the relations of humans and nonhumans in practices. Methods include the ‘interview to the double’ ( Nicolini 2009 ), followed by observations during two level one coach education programmes: children and youth. Two vignettes of cones and the CD-ROM describe how social and material relations come together and shape coach developers’ practices in surprising and unexpected ways. The coach developers grappled with their ‘educator’ role so that coaches were better prepared to articulate the materiality of practices. Based on my analysis, I conclude by making a case for a material engagement with coach development.

Collaborating between Writing and STEM: Teaching Disciplinary Genres, Researching Disciplinary Interventions, and Engaging Science Audiences

Collaborating between Writing and STEM: Teaching Disciplinary Genres, Researching Disciplinary Interventions, and Engaging Science Audiences

IMPLEMENTING QUALITY A MISSING PIECE WITH A NEED FOR PROCESS OF BEHAVIOR CHANGE: A CASE FOR IMPLEMENTING QUALITY CB-IRS DELIVERY MODEL IN ZAMBIA

Background: In the wake of increasing malaria cases in Zambia, IRS has been coming under increasing accountable pressurefromthe publicfor quality IRS performance and its decentralized approach. In response, anew IRS approach Community-BasedIndoor Residual Spraying (IRS)Delivery model has been introduced in the country and institutionalized in the community health care system.The objective of this study was to introduce quality assurance approach methods to the model in terms of structure, process and outcomes for quality performance. Materials and Methods: We reviewed both published and unpublished documents, articles, papers on quality service delivery and explored field experiences and the understanding of IRS service delivery. The Donabedian model has been found to lead to improvements of quality that in turn could improve the health outcome of the community. Equally, dimensions of quality were analyzed under effectiveness, efficacy, acceptability, equity and relevance to IRS delivery of services and best approaches. Results: Quality assurance becomes strong and successful when its well organized with features of a health atmosphere that motivates IRS teams, Spray operators (SOPs), and the house hold owners, thus becoming a common goal as a result of good level management. The District IRS Operational Committee, typically must possess quality assurance superior technical skills and expertise. However, it is not only quality assurance guidelines that strengthen team building but also established rules, processes, tracking ofprogress, IRS quality assurance learningenvironment, improvements and leadership support initiatives. These could be supplemented by enabling tools and a nurturing qualityfriendly atmosphere within the IRS teams and SOPs as front liners. Donabedian model for improvement of quality has been widely adopted in the hospital care set up, but hasnot yet been fully recognized, utilized and validated in the vector control system. Conclusion: The study suggests that the Donabedian`s structure-process-outcome isa valid modelfor implementingquality CB-IRS Delivery model in the IRS program campaign. The interventions that perform well in terms of structure tend to perform better forquality service delivery processes, that in turn have favorable influence on the community health status outcome.

Incorporating Simulation-Based Education Into Stroke Training.

Incorporating Simulation-Based Education Into Stroke Training.

World Leaders and COVID-19: Women, Populists, and Political Families Reacted Faster

The pandemic posed a dramatic challenge to practically all heads of government: the measures they took had an enormous impact on the lives and livelihoods of their citizens. Growing conventional wisdom proposes that populists failed to deal with the pandemic while women dignitaries thrived. However, these accounts are merely supported by anecdotal evidence. I conduct a systematic evaluation of the performance of world leaders during the pandemic, taking their speed of reaction as an indicator of achievement. I argue that populists should not have reacted slower than their counterparts because they faced contradictory motivations to handle the pandemic. I also propose that women and leaders with more formal and informal political experience reacted faster. The former because glass ceilings force women to endure a more difficult selection process to become heads of government, while the latter should have reacted faster given their superior expertise. Using a unique database with biographical information of 166 heads of government, a cross-sectional survival analysis reveals that populists, women, and leaders from political families reacted faster than their counterparts to the public health crisis.

STRATEGI MEMBANGUN SCHOOL BRANDING DALAM MENINGKATKAN DAYA SAING SEKOLAH DI SMK DR. SOETOMO SURABAYA

The purpose of this study was to analyze the strategic steps in building school branding. In addition, to see and analyze the supporting and inhibiting factors and their impact on increasing school competitiveness. The research method uses a qualitative approach, with data interviews and documentation studies. The results showed the strategic steps taken by schools in building school branding in increasing competitiveness, including: a) accreditation of expertise programs, b) ISO 9001: 2008, c) positive student behavior, d) student achievement both academically and non-academics, e) quality of graduates, f) superior expertise program. Supporting factors in building school branding in increasing competitiveness include a) the quality of teachers, b) the length of teaching teachers, c) teaching according to competence, d) good school promotion. While the inhibiting factors in building school branding in increasing competitiveness, include: a) motivation of students to increase competence according to expertise program, b) appearance of school buildings, c) lack of cleanliness, and d) location of the school in the middle of the campong. Keywords: strategy, school branding, competitiveness

Stepping out of the shadow of the past: how career attributes shape ministerial stability in post-communist democracies

ABSTRACT How do career attributes affect the survival of post-communist ministers? We theorise that career attributes determine “desirability” of ministers, and therefore the length of their tenure. While political career attributes provide superior expertise and incentives, bureaucratic career attributes fall short on both “desirability” markers. Utilizing a unique data set of individual ministers in four post-communist countries in the first two decades after transition, we provide support for our expectations. We then demonstrate that while career attributes acquired before transition remain relevant for the stability of post-communist ministers after transition, their value wanes over time as post-transition career attributes gain predominance.

The liability of mimicry: Implementing “global human resource management standards” in United States and Indian subsidiaries of a South Korean multinational enterprise

AbstractThere is increasing evidence that multinational enterprises (MNEs) from less dominant economies tend to mimic and disseminate human resource management (HRM) practices sourced from a dominant economy, usually the United States, to overcome their “liabilities of origin.” However, our understanding of the specific challenges involved in the implementation of such practices by firms across different national and subsidiary contexts remains limited. Drawing on evidence from a case study of a South Korean MNE, we examine the extent to which, and ways in which, global HRM policies mimicking U.S. practices are implemented across its sales, manufacturing, and research and development subsidiaries in the United States and India. We find discernible differences in the implementation of the global policies both between the two host country sites and across the three function‐specific subsidiaries in each country, identifying a range of national and subsidiary‐specific factors that inform these variable implementation outcomes. In addition to legitimacy challenges related to the source, appropriateness, and process of transfer, we note a unique form of legitimacy challenge—“the liability of mimicry”—whereby local actors can challenge head office policies on the basis of a claim to superior expertise in the dominant practices, as a particular concern of MNEs from emerging economies.

Expertise Moderates Incidentally Learned Associations Between Words and Images.

Individuals with expertise in a domain of knowledge demonstrate superior learning for information in their area of expertise, relative to non-experts. In this study, we investigated whether expertise benefits extend to learning associations between words and images that are encountered incidentally. Sport-knowledge-experts and non-sports-experts encountered previously unknown faces through a basic perceptual task. The faces were incidentally presented as candidates for a position in a sports team (a focus of knowledge for only the sports-experts) or for a job in a business (a focus of knowledge for both the sports-experts and non-sports-experts). Participants later received a series of surprise memory tests that tested: ability to recognize each face as being old, the amount of information recalled about each face, and ability to select a correct face from equally familiar alternatives. Relative to non-sports-experts, participants with superior sports expertise were able to better recall the information associated with each face and could better select associated faces from similarly familiar options for the hypothetical prospective athletes. Hypothetical job candidates were recalled and selected at similar levels of performance in both groups. The groups were similarly familiar with the images (in a yes/no recognition memory test) when the faces were prospective athletes or job candidates. These findings suggest a specific effect of expertise on associative memory between words and images, but not for individual items, supporting a dissociation in how expertise modulates the human memory system for word–image pairings.

Religious authority and the transmission of abstract god concepts

According to the Standard Model account of religion, religious concepts tend to conform to “minimally counterintuitive” schemas. Laypeople may, to varying degrees, verbally endorse the abstract doctrines taught by professional theologians. But, outside the Sunday school exam room, the implicit representations that tend to guide people’s everyday thinking, feeling, and behavior are about minimally counterintuitive entities. According to the Standard Model, these implicit representations are the essential thing to be explained by the cognitive science of religion (CSR). It is argued here that this theoretical orientation of mainstream CSR misses a whole dimension of religiosity—the acceptance of certain religious authorities, that is, the acceptance of other people’s superior expertise. Average believers (especially in doctrinal traditions) tend to accept the authority of religious experts who espouse highly counterintuitive ideas that they (the laypeople) understand in a distorted form, if at all. These highly counterintuitive ideas are culturally successful because laypeople see them as being justified by people they have reason to regard as epistemic authorities. The tendency for people to endorse (without fully understanding) highly counterintuitive religious ideas espoused by intellectuals may explain parallels in the development of separate traditions (e.g., Judaism and Hinduism), as religious philosophers follow parallel lines of reasoning.

Analyst ratings for firms filing for and reorganizing under Chapter 11

PurposeThe purpose of this paper is to examine analyst followings of firms starting from one year prior to their filing for Chapter 11 and as the firms progress through bankruptcy proceedings with a focus on firms receiving “Hold” or better recommendations. The authors attempt to answer questions such as what the common characteristics of the firms receiving stronger than expected recommendations one year prior to filing for bankruptcy reorganization or while in bankruptcy are, and how the market reacts to the issuance of stronger ratings for those firms.Design/methodology/approachThe authors design various regressions and apply them to a total of 2,754 sell-side analyst recommendations and 325 firms that are either approaching bankruptcy filing or in the process of reorganizing. In each analysis, the authors control for several firm and performance characteristics.FindingsThe authors find that the probability of securing stronger ratings is higher for small firms and for those followed by a greater number of analysts than for large firms and firms followed by fewer analysts. The market becomes more skeptical of optimistic evaluations closer to the date of bankruptcy filing (perhaps reflecting some anticipation) and reacts more positively to rating upgrades issued during bankruptcy protection than to the upgrades issued before the bankruptcy filing.Research limitations/implicationsThe conclusions are based on the analysis of analyst recommendations issued shortly before Chapter 11 filings and during bankruptcy proceedings. The conclusions could be strengthened by further analysis of firms’ post-bankruptcy recovery and performance and examination of analyst recommendations issued for the firms after they emerge from Chapter 11..Practical implicationsAnalyst security ratings that are more positive than expected are perhaps the result of superior expertise and access to private information. During bankruptcy proceedings, when information disclosure is limited, investors could greatly benefit from reports issued by security analysts.Originality/valueThis study contributes to the literature in a number of ways. First, the authors contribute to the literature on the analyst ratings of firms in distress by considering the period between bankruptcy filing and emergence, while the existing literature provides analysis of pre-bankruptcy recommendations and forecasts. Second, the authors focus on better than expected ratings rather than all types of ratings as the firms approach bankruptcy filings and proceed through reorganization. Finally, they evaluate how investors react to stronger than expected analyst ratings.

The Impact of Client-Professional Relationships in Ex Ante Value Creation: A Service-Dominant Logic Perspective

ABSTRACTPurpose: By building on a service dominant logic, the study presented in the following contributes to existing knowledge on how business-to-business relationships impact early phase ex ante value creation. The ex ante phase is particularly important in customized services such as professional services, as this is where client problems are defined and alternative solutions suggested. The study adds to the empirical foundation of the service dominant logic. By building of this logic and the empirical data, it also adds to the business-to-business marketing literature by proposing a revised understanding of the concept of a business-to-business relationship and the value of such relationships in a professional service context.Methodology: The research is based on 78 interviews with 51 buyers and 27 sellers of professional services and incorporates more than 150 buyer selection processes. A three-phased abductive data analysis approach was used to analyze the interviewees’ descriptions and model the relationship impacts.Findings: Four main effects of relationships on buyer selection were identified: (a) access, (b) customization, and (c) co-operation at the individual level and (d) ‘knowledge of’ at the firm level. The research shows that individual-level relationships impact buyer decisions both directly and indirectly, where the indirect impact concerns the individual-level relationship impact on the establishment of a firm-level relationship.Research implications: By taking the perspective of the service dominant logic, the article suggests a revised conceptualization of the client-professional relationship that incorporates durable as well as temporal dimensions at the firm as well as at the individual level. In addition, the article proposes a model that captures the impact and interaction of individual- and firm-level relationships on ex ante value creation. In particular, the empirical data shows the importance of contextual knowledge and understanding in professional services. The article also adds to the development of the empirical foundation of the service dominant logic and develops knowledge on the process of value creation in professional services.Practical implications: Although it is essential to have superior expert knowledge in professional services, the article shows that a key dimension of value creation concerns the professionals’ ability to solve the clients’ problem in the client’s context. Thus, the research suggests that key efforts should be made by professionals to learn the client’s business. Although trust-based durable relationships are likely to enable access to contextual knowledge, the empirical data suggests that professionals and clients might need to reconsider their extensive focus on long-term relationships and rather consider the degree to which their relationships give access to knowledge about clients and their needs. Building and managing contextual knowledge should be a priority in professional service firms as well as among clients.Value of the article: The article extends existing research on business-to-business relationship marketing by taking a service dominant logic perspective and by redefining the notion of a relationship. Based on this redefinition and the empirical data, the nature and value of business service relationships are proposed to shift from durability and trust to temporality, contextual knowledge, and interpersonal chemistry.