Please use this identifier to cite or link to this item: http://hdl.handle.net/2440/1287
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Type: Journal article
Title: Interaction in business relationships: A time perspective
Author: Medlin, C.
Citation: Industrial Marketing Management, 2004; 33(3):185-193
Publisher: Elsevier Science Inc
Issue Date: 2004
ISSN: 0019-8501
Abstract: Interaction is central to the relationship framework in business markets. Yet there is some theoretical imprecision with regard to the way interaction works in time. Clarification of this nexus further develops the interaction concept and provides theoretical support for the dynamic view of business relationships being developed by the industrial marketing and purchasing (IMP) group. The role of time as a backdrop for interaction is elaborated in conjunction with the cognitive ability of humans to arrive at an understanding of interfirm interaction. This elaboration extends the concept of horizontal relationship time (i.e., past, present, future), illustrates constraints on interfirm interaction, and analytically distinguishes between interaction as exchange versus adaptation while also displaying the importance of the actor in business relationships. In addition, theoretical grounds are provided for dismissing business relationship life cycle theories. Finally, the cognitive nature of time and relationships provides a means for theory development and management implications free from cultural and normative overtones.
Keywords: Time; Cognition; Interaction; Business relationships
RMID: 0020040286
DOI: 10.1016/j.indmarman.2003.10.008
Description (link): http://www.elsevier.com/wps/find/journaldescription.cws_home/505720/description#description
Appears in Collections:Business School publications

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