TY  - JOUR
AB  - Drawing upon the framework set forth in the Interaction Model
developed by the European IMP Group, examines factors leading to close
relationships between buyers and sellers. An empirical test, using
multiple regression analysis, demonstrates that the exchange of
information and interpersonal contacts produce a co‐operative atmosphere
between buyer and seller which, in turn, sets the stage for mutual
adaptation. A model presented and tested affirms the relationships
implied by the IMP Interaction Model and suggests managerial actions
which should strengthen the links between buyer and seller.
VL  - 26
IS  - 2
SN  - 0309-0566
DO  - 10.1108/03090569210010022
UR  - https://doi.org/10.1108/03090569210010022
AU  - Metcalf Lynn E.
AU  - Frear Carl R.
AU  - Krishnan R.
PY  - 1992
Y1  - 1992/01/01
TI  - Buyer‐Seller Relationships: An Application of the IMP
Interaction Model
T2  - European Journal of Marketing
PB  - MCB UP Ltd
SP  - 27
EP  - 46
Y2  - 2024/04/23
ER  -