International Marketing Review: Volume 21 Issue 2

Guest editorial: The IMP Group and international marketing

David Ford

This paper introduces the special issue on the Industrial Marketing and Purchasing (IMP) Group and international marketing. The history and aims of the IMP Group are briefly…

Partnering and relationships within an international network context

Maria de Lurdes Veludo, Douglas K. Macbeth, Sharon Purchase

This paper uses an empirical study of the collaborative business relationships between Opel Portugal as a subsidiary the American automotive manufacturer General Motors and its…

Integration of relationships and business network development in the Russian transition economy

Lars Hallén, Martin Johanson

The transition to market economy in Russia in the 1980s and 1990s is analysed in terms of fragmented and integrated relationships in business networks. A longitudinal case study…

International business‐relationship triads

Virpi Havila, Jan Johanson, Peter Thilenius

This paper addresses the question of whether the dyadic approach to international business relationships should, in some situations, be extended to a triadic one. In studies of…

Activating trust: the redefinition of roles and relationships in an international construction project

Lars Huemer

This paper deals with trust processes in interorganizational relationships, specifically the ambiguous link between trust and predictability. Using an empirical case study, the…

Values, trust, and commitment in business‐to‐business relationships: A comparison of two former Yugoslav markets

Vesna Zabkar, Maja Makovec Brencic

Presents the results of an international marketing research, in which they integrate culture with manifestation of values, trust, and commitment as vital components of…

The political embeddedness of international business networks

Catherine Welch, Ian Wilkinson

The concept of “embeddedness” is central to industrial marketing and purchasing (IMP) theories. This paper is concerned with one form of embeddedness, namely the political…