Purpose – The purpose of this paper is to re‐examine the challenges that were made in the original International Marketing and Purchasing (IMP) project, in the light of all the changes that have occurred in the business world since 1982. Design/methodology/approach – Although some of these...

Aims to identify possible marketing effects of a change in organizational design within the marketing function of an electrical equipment supplier on the international market. Develops a theoretical framework which can, it is claimed, be used in other practical decision situations.

A major assumption in the supply chain management literature is that there is an economic rationale to the integration of processes across firm boundaries. In essence, it is assumed that there is a benefit in adapting and coordinating the activities carried out in sequence by the actors in the...

The construction business network is generally seen as conservative and non-innovative, for which a number of reasons have been identified. One of these reasons relates to the special inter-organizational setting that exists within the industry. The starting point of our study was to investigate...

Purpose – The purpose of this paper is to study the phenomenon of customer-supplier interaction and integration from a resource perspective. In economic terms, a fish may be seen as a more or less homogeneous resource. If the herring is seen as a homogeneous resource, a market should be the...

Purpose Behind the simple connotation “business exchange” a complex empirical phenomenon can be observed, including using, producing and developing activities, taking place in different contexts, influenced by ideas stemming from both practice and mainstream economic thinking. The purpose of...

Purpose The purpose of this paper is to analyze the roles of deals in innovations processes, based on the definition of a deal as the interaction of social-material value-creating processes with money-handing processes. Design/methodology/approach The paper is based on a study of the historical...

Purpose The purpose of this paper is to illustrate the development of research based on the IMP approach during the four decades since the inauguration in 1976. The paper presents a network analysis of IMP research based on one of the central IMP frameworks: the ARA model....

Purpose The purpose of this paper is to argue that if the authors want to understand the role of heaviness, space and journey in innovation, the authors have to start with the interaction itself, that is the exchange process taking place between economic actors. Three major aspects will be...

Purpose – The authors argue that the construction industry is characterised by a fragmented business context with three main features: the project-based character, the strong focus on price in all parts of the supply chain along with the great importance of suppliers. This fragmentation has...