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Managing a business relationship between two SMEs in an international context
[Gérer une relation d’affaires entre deux PME dans un contexte international]

Author

Listed:
  • Hanane Beddi

    (MAGELLAN - Laboratoire de Recherche Magellan - UJML - Université Jean Moulin - Lyon 3 - Université de Lyon - Institut d'Administration des Entreprises (IAE) - Lyon)

  • Ulrike Mayrhofer

    (MAGELLAN - Laboratoire de Recherche Magellan - UJML - Université Jean Moulin - Lyon 3 - Université de Lyon - Institut d'Administration des Entreprises (IAE) - Lyon)

  • Jérôme Rateau

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.

Suggested Citation

  • Hanane Beddi & Ulrike Mayrhofer & Jérôme Rateau, 2017. "Managing a business relationship between two SMEs in an international context [Gérer une relation d’affaires entre deux PME dans un contexte international]," Post-Print hal-01628807, HAL.
    • Handle: RePEc:hal:journl:hal-01628807
    DOI: 10.3917/mav.095.0077
    as

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