International business-relationship triads

Article Abstract:

The article questions whether a dyadic analytical approach is adequate or appropriate to examine business relationships, as often three rather than two actors are involved: the selling party, the buying party, and an intermediary. A triadic approach is proposed and validated. Illustrative data are drawn from Industrial Marketing and Purchasing group research.

Science & research, Research, Models, Vendor relations

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Partnering and relationships within an international network context

Article Abstract:

The article examines partnering, a supply chain management practice, and how it provides a link between network and dyadic perspectives. Discussion focuses on the International Marketing and Purchasing Group approach. The relationship between US General Motors, Opel Portugal, and locally based direct suppliers are used as illustration.

United States, General services, Management dynamics, Portugal, TRANSPORTATION EQUIPMENT, Management, General Motors Corp., GM, Transportation equipment industry, Logistics, Business logistics, Company business management, Industrial suppliers

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Guest editorial: The IMP Group and international marketing

Article Abstract:

The history, aims, and objectives of the Industrial Marketing and Purchasing Group are presented as an introduction to the journal's special issue.

Editorial

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