Abstract
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
adaptations.
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
adaptations.
| Original language | English |
|---|---|
| Title of host publication | 12th annual IMP Group conference |
| Publisher | University of Karlsruhe |
| Publication status | Published - 1996 |