ABSTRACT
Since the 1970s, a theoretical approach has been developed, called the industrial-network approach, the aim of which is to comprehend interorganisational relationships in industrial markets, that is, in markets where both buyers and sellers are companies (Håkansson et al. 2009). The industrial-network approach has been developed through a large number of empirical studies of interaction between companies, especially in buying and selling processes. The results from the studies show that the interaction that takes place between companies is vital for their well-being (Håkansson et al. 2009). One important outcome of the interaction is the development of substantive inter-organisational relationships between the companies, relationships that are highly signifi cant from an economic point of view (Håkansson and Waluszewski 2002). Thus, the companies tend to have some few highly signifi cant customers and suppliers that are critical for the companies’ development and survival with which they have well-developed relationships (Håkansson 1982; Turnbull and Valla 1986; Hallén et al. 1991). The relationships have an important role for the creative use of resources, as well as for creating effi cient and effective production and supply chain structures (Dubois 1998; Håkansson and Waluszewski 2007). Consequently, the relationships are important economic activities as well as resources from the single company’s point of view.
