Adaptations in Buyer-Seller Relationships

David Brennan, Peter Turnbull

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

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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.
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


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