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History
Publishing Programs
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(Volume 4, Issue 2)
Louise C. Young, University of
Technology, Sydney
Ian F. Wilkinson, University of New South Wales
"The Space Between: The Nature and Role of Interfirm Relations in Business Markets"
Abstract
Understanding and managing the relationships between firms is the central
issue in business marketing. some of the results of a program of research
undertaken in Australia to study interfirm relations are used to develop an
empirically based typology of interfirm relations focusing on the mix of
cooperative and competitive elements coexisting in a relationship. Measures are
developed of relationship cooperativeness and competitiveness and relations are
classified into one of four types based on whether they score high or low on
each dimension. A dynamic process model of interfirm relationships is developed
as a basis for identifying the main factors driving relationship development.
Measures of these factors form the basis to identify the characteristics of each
of the four types of relations and examples of particular relationships are used
to illustrate the characteristics identified.
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