Purpose: Growing awareness that value for the customer is created in relationship between the supplier and the customer has consequences for sales and marketing functions, and businesses are increasingly experimenting with new organisational approaches and solutions. The purpose of this paper is...

Interdependences are a feature of business markets that are difficult to overlook. They have always been vital components of business markets, but now appear to be growing; or it may simply be that we are now more attentive to the phenomenon. Companies are increasingly dependent on suppliers,...