The Process of Adaptation in Inter-Firm Relationships

David Brennan, Peter Turnbull

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

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Adaptations are an important, arguably a defining, component
of a long-term buyer-seller relationship. Substantial research
evidence exists on the nature of the adaptations which arise
within such relationships. The processes involved in adapting
for a customer or supplier organisation are not so well
understood. Five process metaphors for adaptation within
buyer-seller relationships are explored. Each is found helpful to
some extent in illuminating the process of adaptation. The
metaphors are found to be complementary, so that taken
together they provide a coherent process view of buyer-seller
Original languageEnglish
Title of host publication12th annual IMP Group conference
PublisherUniversity of Karlsruhe
Publication statusPublished - 1996


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