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Paper info: Power in Business -to-Business relationships - some problems of interpretation

Title


Power in Business -to-Business relationships - some problems of interpretation

Authors


Keith Blois
Lancaster University
United Kingdom
Keith Blois and
Sylvie Lacoste
Kedge Business School
France
Sylvie Lacoste

Place of Publication


The paper was published at the 25th IMP-conference in Marseille, France in 2009.

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Abstract


Power is a complex topic and because of this in any writing on 'power' there is a difficulty in maintaining a clear line of argument as, in addition to a need to be very precise in the use of language, there is a requirement for statements to be inter-linked with each other and for caveats to be associated with them. This paper will examine aspects of the concept of power using examples from the behaviour of the managements of industrial MNC's or their suppliers which have made 'power' interpretations of their situations. It will thus provide an understanding of aspects of the concept of power which a manager should take account if they choose to use a power interpretation.