IMP Journal: Volume 10 Issue 1

Purchasing and supply management and the role of supplier interfaces

Luis Araujo, Lars-Erik Gadde, Anna Dubois

The purpose of this paper is to provide an historical account of the evolution of the purchasing and supply management (PSM) field from the perspective of resource interfaces…

Managerial implications of research on inter-organizational interfaces: The case of key account management

Björn S. Ivens, Catherine PARDO

The purpose of this paper is to identify what managerial implications research related to inter-organizational interfaces has been produced in marketing. For this aim, the authors…

A start-up in interaction with its partners

Tamara Oukes, Ariane Raesfeld von

Start-ups are companies that are not yet embedded in a pre-existing network of relationships. Studies that researched how start-ups act in their relationships focused on just one…

Managing renewal in fragmented business networks

Malena Ingemansson Havenvid, Håkan Håkansson, Åse Linné

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…

What’s “knowledge management” when resources are unknowable and deals negotiated?

Alexandra Waluszewski

The purpose of this paper is to investigate the management of the use of knowledge in interfaces stretching across company and organizational borders, including the negotiated…

The rise and fall of channel management

Lars-Erik Gadde

The purpose of this paper is to describe and analyse the shifting perspectives on the organising and the managing of “distribution”, characterised as channels, systems or…

The managerial challenge of business interaction: behind the market façade

Håkan Håkansson, David Ford

The purpose of this paper is to address three aspects of the managerial challenge that arises from the process of business interaction: the diversity of interaction; the dynamic…

Corporate associations in B2B: coping with multiple relationship-specific identities

Antonella La Rocca, Ivan Snehota

The purpose of this paper is to explore how corporate associations emerge in business networks focusing on mutually attributed identities in customer-supplier relationships. The…