Managing a business relationship between two SMEs in an international context

Gérer une relation d’affaires entre deux PME dans un contexte international

Hanane Beddi (hanane.beddi@univ-paris8.fr), Ulrike Mayrhofer (ulrike.mayrhofer@univ-cotedazur.fr) and Jérôme Rateau
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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

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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.

Keywords: SME internationalization; business relationship; vertical partnership; interaction model; conflicts.; Internationalisation; relations d’affaires; PME; modèle d’interaction; partenariat vertical; conflits. (search for similar items in EconPapers)
Date: 2017
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Published in Revue management & avenir, 2017, N° 95, p. 75-98. ⟨10.3917/mav.095.0077⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-01628807

DOI: 10.3917/mav.095.0077

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