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1、IndustrialMarketingManagement42(2013)433–442ContentslistsavailableatSciVerseScienceDirectIndustrialMarketingManagementThetheoryandpracticeofbusinessnetworkinga,⁎,StefanosMouzasbDavidFordaEuromedManagement,Marseille,FrancebLancasterUniversityManagementSchool,Lancaster
2、,EnglandarticleinfoabstractArticlehistory:Theaimofthispaperistocontributetothedevelopmentoftheconceptofbusinessnetworking.RecentliteratureReceived31December2011associatedwiththeIMPGroup'sresearchreferstobusinessnetworkingastheconsciousattemptsofanactortoReceivedinrev
3、isedform15August2012changethestructureorprocessofinteractionswithinparticularrelationshipsorthewidernetworkinwhichitAccepted30September2012operates.ThepaperdrawsonearlyresearchinmarketinganddistributionthatcontributedstronglytotheIMPAvailableonline3April2013researcht
4、hemeandcontraststhisresearchwiththemorerecentmanagerialtraditioninmarketingresearch.ThepaperbuildsonthisearlyresearchandthatoftheIMPGrouptopresentastructurefortheanalysisofbusinessKeywords:Networkingnetworking.Thepaperillustratesthisanalysiswithacasestudyanddrawsconc
5、lusionsontheconceptofRelationshipsbusinessnetworkingandonitspractice.Businessinteraction©2013PublishedbyElsevierInc.1.IntroductionwhichIMPliteraturereferstoasinteraction(Håkansson,1982;Ford&Håkansson,2006a,2006b;Ford,Gadde,Håkansson,Snehota,&Whenpractitionersandresea
6、rchersdiscussmanagementinbusi-Waluszewski,2008;Ford&Mouzas,2010;Håkansson,Ford,Gadde,nesscompaniestheyoftendescribetwoquiteseparateprocessesthatSnehota,&Waluszewski,2009;Ford&Mouzas,2013).theycall‘marketing’and‘purchasing’.InvolvementinoneorotherofTheStructureofBusin
7、ess:IMPresearchsuggeststhattheempiricaltheseprocessesisthenusedtodefinetwoseparatetypesofcompanystructureinwhichthisprocesstakesplacedoesn'thavemuchinthatarereferredtoas‘suppliers’or‘customers’respectively.Bothofcommonwiththehomogeneityandanonymitythatisassociatedthes
8、eprocessesandtypesofcompanyaresaidtooccurwithinastruc-turethatisreferredtoasa‘market’andwhichisusuallydesignatedwiththeideaofthemar
