Purpose – The purpose of this paper is to re‐examine the challenges that were made in the original International Marketing and Purchasing (IMP) project, in the light of all the changes that have occurred in the business world since 1982. Design/methodology/approach – Although some of these...

Purpose – In 1982 two books published in Sweden suggested a network perspective on markets and marketing. The purpose of this paper is to explain the emergence in Sweden of the network perspective. Design/methodology/approach – Provides an examination of research in industrial marketing and...

Purpose – This paper aims to explore the theoretical foundations of relationship marketing from the perspective of several management‐related disciplines, and to attempt a fresh perspective that seeks to integrate these contributions. Design/methodology/approach – Despite the recent...

Purpose – Established models of buyer‐seller relationships do not reflect managerial emphasis on supplier performance evaluation when modelling business relationships. Proposes that relationship value should be included as a key constituent in such models. Aims to explore the construct's...

Purpose – The paper sets out to examine the validity of Kaufmann and Stern's operationalisation of Macneil's norm theory which they used when creating a set of scales to evaluate the degree of relationality in business‐to‐business (B2B) exchanges. The scales that Kaufmann and Stern...

Purpose – The purpose of this article is to develop an alternative approach to researching the impact of culture on relationship creation and network formation in Asian markets. Design/methodology/approach – A conceptual approach is taken. Findings – The paper has argued that in Asian...