An interaction approach to organizational buying behavior

Campbell, Nigel

doi:10.1016/0148-2963(85)90012-8

Cited by 159 publications

(110 citation statements)

References 12 publications

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“…In terms of their state and nature, business relationships can vary between competitive (market -based), cooperative (partnership -based) and command (dominance -based or hierarchical) modes (Campbell, 1985). The outcomes of business relationships have often been categorized into the more objective techno-economic outcomes (e.g.…”

Section: The Materials Aspects Of a Firm's Business Modelmentioning

confidence: 99%

Managerial cognition, action and the business model of the firm

Tikkanen¹,

Lamberg²,

Parvinen

et al. 2005

Management Decision

278

169

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Section: The Materials Aspects Of a Firm's Business Modelmentioning

confidence: 99%

Managerial cognition, action and the business model of the firm

Tikkanen¹,

Lamberg²,

Parvinen

et al. 2005

Management Decision

278

169

View full text Add to dashboard Cite

show abstract

“…Less interdependence should mean less structure and more as-if-random behavior. Campbell (1985) suggests that where transactions are infrequent, relationships are likely to be more independent.…”

Section: Conclusion and Implications For Further Researchmentioning

confidence: 96%

Stochastic modelling and industrial networks—complementary views of organisational buyer behavior

McCabe

Stern

2008

J. of the Acad. Mark. Sci.

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This paper investigates the common ground between two apparently contrasting approaches to the understanding of organizational purchasing behavior; stochastic modelling and the IMP (or "markets as networks") approach. These two schools of inquiry have travelled along parallel tracks for many years but there has never been a systematic attempt to analyse the ontological, epistemological and methodological similarities between them. We present a coherent theoretical framework to investigate the common ground between stochastic modelling and IMP and demonstrate that the two approaches offer complementary insights that can and should be exploited in the context of research into organizational purchasing behavior.

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“…IMP1's methodological design and findings are detailed in Cunningham (1980) and Hallen and Johanson (1989), respectively. IMP1's empirical and theoretical results comprehend a large database of business relationships' features and in-depth case studies, and a conceptual framework referred to as ''the interaction approach'' (Campbell, 1985;Hakansson, 1982a), respectively.…”

Section: Imp1 and Imp2 Research Projects The Interactionmentioning

confidence: 99%

Markets-as-Networks Theory: A Review

Sousa

2010

SSRN Journal

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This paper exposes the development of markets-as-networks theory from formal inception in the mid-1970s until 2010 state-of-the-art, en route presenting its historical roots. This largely European-based theory challenges the conventional, dichotomous view of the business world as including firms and markets, arguing for the existence of relational governance structures (the so-called ''interfirm cooperation'') in addition to hierarchical and transactional ones.

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An interaction approach to organizational buying behavior

Cited by 159 publications

References 12 publications

Managerial cognition, action and the business model of the firm

Managerial cognition, action and the business model of the firm

Stochastic modelling and industrial networks—complementary views of organisational buyer behavior

Markets-as-Networks Theory: A Review

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