Opening Windows To Inter-Firm Change Processes - Tracing The Beginning Of A Process
The focus of this paper is on change processes in interfirm relationships, and specifically on the beginning of the process. The purpose is to present methodological tools to trace the beginning of a process. The paper relies on the interaction approach by the IMP Group, which sees markets as continuous and changing interaction and exchange processes between firms (Håkansson, 1982; Ford, 1980). Impulses that set off change processes are discovered with the help of retrospective processual case studies and critical interview technique with visual aids (Chell, 2004). Case studies in business travel management exemplify the use of these techniques.