ABSTRACT
The first major attempt to build a comprehensive framework of business relationships was made by the IMP Group in the form of the Interaction Model (see Håkansson 1982). In this model, business relationships are viewed as interaction processes between buyer and seller companies. The model is composed of four groups of variables that describe and influence interaction between buyers and sellers:
1 Variables describing the elements and process of interaction (e.g. exchange, institutionalisation and adaptation).
