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

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European Journal of Marketing

ISSN: 0309-0566

Online from: 1967

Subject Area: Marketing

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Document Information:
Title:	Buyer-Seller Relationships: An Application of the IMP Interaction Model
Author(s):	Lynn E. Metcalf, Carl R. Frear, R. Krishnan
Citation:	Lynn E. Metcalf, Carl R. Frear, R. Krishnan, (1992) "Buyer-Seller Relationships: An Application of the IMP Interaction Model", European Journal of Marketing, Vol. 26 Iss: 2, pp.27 - 46
Keywords:	Aircraft industry, Buyers, Channel relationships, Modelling, Selling
DOI:	10.1108/03090569210010022 (Permanent URL)
Publisher:	MCB UP Ltd
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.