ABSTRACT
The Industrial Marketing and Purchasing Group (IMP) in the 1970s developed a dynamic model of buyer-supplier relationships in industrial markets (the interaction model) and illustrated its applicability through comparative studies of buyer-supplier relationships within and across a number of European countries (France, Germany, Italy, Sweden, UK). The main conclusion of these panEuropean studies was that buying and selling in industrial markets could not be understood as a series of discrete and serially independent transactions. Instead, transactions could only be examined as episodes in often long-standing and complex relationships between the buying and selling organization (IMP, 2007).
