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Theory and Practice of Business Interaction

Ford, David and Mouzas, Stefanos (2012) Theory and Practice of Business Interaction. Industrial Marketing Management. ISSN 0019-8501

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Abstract

The aim of this paper is to contribute to the development of the concept of business networking. Recent literature associated with the IMP Group’s research refers to business networking as the conscious attempts of an actor to change the structure or process of interactions within particular relationships or the wider network in which it operates. The paper draws on early research in marketing and distribution that contributed strongly to the IMP research theme and contrasts this research with the more recent managerial tradition in marketing research. The paper builds on this early research and that of the IMP Group to present a structure for the analysis of business networking. The paper illustrates this analysis with a case study and draws conclusions on the concept of business networking and on its practice.

Item Type: Article
Journal or Publication Title: Industrial Marketing Management
Subjects: H Social Sciences > HF Commerce
Departments: Lancaster University Management School > Marketing
ID Code: 59905
Deposited By: ep_importer_pure
Deposited On: 08 Nov 2012 13:19
Refereed?: Yes
Published?: Published
Last Modified: 10 Apr 2014 00:18
Identification Number:
URI: http://eprints.lancs.ac.uk/id/eprint/59905

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