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Buyer-Seller Relationships: An Application of the IMP Interaction Model

Article Information:

Title:

Buyer-Seller Relationships: An Application of the IMP Interaction Model

Author(s):

Lynn E. Metcalf, Carl R. Frear, R. Krishnan

Journal:

European Journal of Marketing

Year:

1992

Volume:

26

Issue:

2

Page:

27 - 46


ISSN:

0309-0566


DOI:

10.1108/03090569210010022

Publisher:

MCB UP Ltd

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Abstract:

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.

Keywords:

Aircraft industry, Buyers, Channel relationships, Modelling, Selling


Article URL:

http://www.emeraldinsight.com/10.1108/03090569210010022

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