An empirical investigation of interaction processes between buyers and sellers of business services

W. (Wendy) van der Valk*, JYF (Finn) Wynstra, B Axelsson

*Corresponding author for this work

Research output: Contribution to journalArticleAcademicpeer-review

Abstract

The authors use this case study to investigate four interaction processes between this customer and four suppliers covering three types of business services. One of these is a semi-manufactured service – a drilling service. Two of these concern instrumental services – one is an engineering/construction service and the other involves the management of a stock of piping materials. The final process relates to a consumption service in terms of waste management. The authors find that the interaction processes in these cases are different from each other in a systematic and predictable way. The authors’ conclusion is that the ongoing interaction is a vital part of the selling and buying of business services and that the process will be closely related to structural aspects such as key objectives, functional representatives and organizational capabilities.
Original languageEnglish
Pages (from-to)3-24
Number of pages22
JournalIMP Journal
Volume2
Issue number2
Publication statusPublished - 2008

Fingerprint

Dive into the research topics of 'An empirical investigation of interaction processes between buyers and sellers of business services'. Together they form a unique fingerprint.

Cite this