Gérer une relation d’affaires entre deux PME dans un contexte international

Abstract : This article uses the interaction model developed by researchers of the IMP Group (Industrial Marketing and Purchasing Group) to analyse the conduct of a business relationship between a German SME and its French distributor. Our case study allows studying the breakdown of this relationship by showing how it can result from a process of interactions. The findings highlight the importance of mutual trust and interpersonal linkages in business relationships, especially when conflicts arise in an international context.
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Journal articles
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https://hal-univ-lyon3.archives-ouvertes.fr/hal-01628807
Contributor : Ulrike Mayrhofer <>
Submitted on : Saturday, November 4, 2017 - 4:42:58 PM
Last modification on : Thursday, February 7, 2019 - 2:23:29 PM

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  • HAL Id : hal-01628807, version 1

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Hanane Beddi, Ulrike Mayrhofer, Jérôme Rateau. Gérer une relation d’affaires entre deux PME dans un contexte international. Management & Avenir, INSEEC/Management Prospective Ed. 2017, p. 75-98. ⟨hal-01628807⟩

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