Buyer-Seller Relationships: An Application of the IMP Interaction Model

Buyer-Seller Relationships: An Application of the IMP Interaction Model

Drawing upon the framework set forth in the Interaction Model developed by the European IMP Group, examines factors leading to close relationships between buyers and sellers. An empirical test, using multiple regression analysis, demonstrates that the exchange of information and interpersonal contac...

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Bibliographic Details
Published in:European journal of marketing 1992-02, Vol.26 (2), p.27-46
Main Authors: Metcalf, Lynn E, Frear, Carl R, Krishnan, R
Format: Article
Language:eng
Subjects:
Adaptation
Business information
Buyers
Client relationships
Collaboration
Cooperation
Hypotheses
Personal relationships
Product development
Purchasing
R&D
Research & development
Statistical analysis
Studies
Vendors
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Description
Summary:Drawing upon the framework set forth in the Interaction Model developed by the European IMP Group, examines factors leading to close relationships between buyers and sellers. An empirical test, using multiple regression analysis, demonstrates that the exchange of information and interpersonal contacts produce a co-operative atmosphere between buyer and seller which, in turn, sets the stage for mutual adaptation. A model presented and tested affirms the relationships implied by the IMP Interaction Model and suggests managerial actions which should strengthen the links between buyer and seller.
ISSN:0309-0566
1758-7123