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Paper info: UNDERSTANDING BUSINESS INTERACTION: EMPIRICAL EVIDENCE FROM RUSSIAN FIRMS

Title


UNDERSTANDING BUSINESS INTERACTION: EMPIRICAL EVIDENCE FROM RUSSIAN FIRMS

Authors


Galina Gradoselskaya, MariaM Smirnova, SergeyP Kouchtch,
Stefanos Mouzas
Lancaster University
United Kingdom
Stefanos Mouzas and StephanC Henneberg

Place of Publication


The paper was published at the 24th IMP-conference in Uppsala, Sweden in 2008.

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Abstract


The paper explores business relationships in Russia, using a sample of 152 firms operating in B2B markets. Our focus is on the firms' perception of their relationships with partners vis-a-vis the constructs of relationship intensity and performance. A more detailed analysis is made with regard to firms' interaction with key up- and down-stream partners - customers and suppliers. The perceptions of marketing and purchasing managers regarding their business interactions are validated through the use of two key respondents in each firm (marketing and purchasing departments). The paper aims to analyze differences in interaction perception by marketing and purchasing departments of industrial firm regarding focal firm's potential stakeholders. Our main hypothesis concerns the link between a firm's relationship intensity on the one hand, and the perceived performance of these relationships as well as the overall firm's performance on the other.