University of Hertfordshire

By the same authors

Adaptations in Buyer-Seller Relationships

Research output: Chapter in Book/Report/Conference proceedingConference contribution


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Original languageEnglish
Title of host publication11th annual Industrial Marketing and Purchasing (IMP) Group conference
PublisherUniversity of Manchester Institute of Science and Technology
Publication statusPublished - 1995


The concept of inter-firm adaptations has been an important component of the IMP Interaction Approach since the first IMP study. Researchers working within the IMP tradition have put forward a number of taxonomies of adaptations, but no satisfactory definition of the concept. The management of inter-firm adaptations is a critical component of relationship portfolio management. In order better to understand this concept, and to support the formulation of inter-firm adaptation strategy, progress must be made towards a satisfactory definition and taxonomy of adaptation behaviour This paper reviews the previous work on adaptations and the various attempts to create taxonomies. Various definitions of adaptations are critically discussed and a refined framework proposed. The results of four in-depth interviews are used to explore how managers perceive buyer-seller relationships in terms of the five dimensions of adaptation postulated.

ID: 10020181