Interaction in business relationships: A time perspective

Interaction is central to the relationship framework in business markets. Yet there is some theoretical imprecision with regard to the way interaction works in time. Clarification of this nexus further develops the interaction concept and provides theoretical support for the dynamic view of business...

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Bibliographic Details
Published in:Industrial marketing management 2004-04, Vol.33 (3), p.185-193
Main Author: Medlin, Christopher John
Format: Article
Language:English
Subjects:
Business management
Business relationships
Cognition
Cognition & reasoning
Industrial management
Industrial markets
Interaction
Interactionism
Marketing
Professional relationships
Purchasing
Theory
Time
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Summary:Interaction is central to the relationship framework in business markets. Yet there is some theoretical imprecision with regard to the way interaction works in time. Clarification of this nexus further develops the interaction concept and provides theoretical support for the dynamic view of business relationships being developed by the industrial marketing and purchasing (IMP) group. The role of time as a backdrop for interaction is elaborated in conjunction with the cognitive ability of humans to arrive at an understanding of interfirm interaction. This elaboration extends the concept of horizontal relationship time (i.e., past, present, future), illustrates constraints on interfirm interaction, and analytically distinguishes between interaction as exchange versus adaptation while also displaying the importance of the actor in business relationships. In addition, theoretical grounds are provided for dismissing business relationship life cycle theories. Finally, the cognitive nature of time and relationships provides a means for theory development and management implications free from cultural and normative overtones.
ISSN:0019-8501
1873-2062
DOI:10.1016/j.indmarman.2003.10.008