Data Management

Re-Organising Relationship Interaction By Stabilising A New Interaction Form

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Executive Summary

Interaction within relationships is central to the rhetoric of the IMP tradition. Yet the empirical observation which led to the well-known Interaction Model (H?kansson 1982) - that companies have long term, stable relationships - is hardly new. More recent work has called for a re-examination of the interaction approach in light of changed business conditions (Leek et al 2003; Ford 1998; Valla and Salle 1997) and indeed the trend in general business marketing literature and within IMP is to investigate the dynamics of relationships and networks (Narayandas and Rangan 2004; Johnston et al 2006; Schurr 2007; Geersbro and Ritter 2007).

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