TY  - JOUR
AB  - This paper addresses the question of whether the dyadic approach to international business relationships should, in some situations, be extended to a triadic one. In studies of business relationships the common view is that the relationship consists of two parties, one selling party and one buying party. However, in some, especially international business relationships an intermediary exists that has contact with both the selling party and the buying party, at the same time as the selling party and the buying party also have direct contact with each other, i.e. these relationships are triadic by nature. The purpose here is to investigate whether a triadic approach should be used in these types of situations. The empirical analysis is based on a subset of the database established within the IMP2‐project. The analysis of the data material was done using LISREL. Trust and commitment, two central concepts in studies within the field of business‐to‐business research, are used to investigate whether business‐relationship triads are different from business‐relationship dyads. The results indicate that this is very much the case.
VL  - 21
IS  - 2
SN  - 0265-1335
DO  - 10.1108/02651330410531385
UR  - https://doi.org/10.1108/02651330410531385
AU  - Havila Virpi
AU  - Johanson Jan
AU  - Thilenius Peter
PY  - 2004
Y1  - 2004/01/01
TI  - International business‐relationship triads
T2  - International Marketing Review
PB  - Emerald Group Publishing Limited
SP  - 172
EP  - 186
Y2  - 2024/04/23
ER  -