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Buyer‐Seller Relationships: An Application of the IMP Interaction Model
Abstract
Drawing upon the framework set forth in the Interaction Model developed by the European IMP Group, examines factors leading to close relationships between buyers and sellers. An empirical test, using multiple regression analysis, demonstrates that the exchange of information and interpersonal contacts produce a co‐operative atmosphere between buyer and seller which, in turn, sets the stage for mutual adaptation. A model presented and tested affirms the relationships implied by the IMP Interaction Model and suggests managerial actions which should strengthen the links between buyer and seller.
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Cited by
Investments in Consumer Relationships: A Cross-Country and Cross-Industry Exploration
De Wulf, K., Odekerken-Schröder, G., & Iacobucci, D. (2001) · Journal of Marketing · doi:10.1509/jmkg.65.4.33.18386 · Cited by 2,083
Woo, K., & Ennew, C. T. (2004) · European Journal of Marketing · doi:10.1108/03090560410548960 · Cited by 273
Trust determinants and outcomes in global B2B services
Doney, P. M., Barry, J. M., & Abratt, R. (2007) · European Journal of Marketing · doi:10.1108/03090560710773363 · Cited by 256
The importance of customer’s perception of salesperson’s empathy in selling
Delpechitre, D., Rutherford, B. N., & Comer, L. B. (2019) · Journal of Business & Industrial Marketing · doi:10.1108/jbim-03-2017-0073 · Cited by 59
Curbing shopping cart abandonment in C2C markets — an uncertainty reduction approach
Tang, H., & Lin, X. (2019) · Electronic Markets · doi:10.1007/s12525-018-0313-6 · Cited by 56
Metadata
- Authors
- Metcalf, L. E., Frear, C. R., & Krishnan, R.
- Venue
- European Journal of Marketing
- Publisher
- Emerald
- Published
- 1992-02
- Volume
- 26
- Issue
- 2
- Pages
- 27-46
- ISSN
- 0309-0566 (ISSN-L)
- OpenAlex
- W1967477345
- Cited by
- 241
- References
- 0
- FWCI
- 6.41
- Type
- journal article
- Language
- en
- Open access
- closed
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- CoChat. (2026). Citation check: Buyer‐Seller Relationships: An Application of the IMP Interaction Model. https://app.cochat.ai/papers/10.1108/03090569210010022
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- Metcalf, L. E., Frear, C. R., & Krishnan, R. (1992). Buyer‐Seller Relationships: An Application of the IMP Interaction Model. European Journal of Marketing. https://doi.org/10.1108/03090569210010022
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
