Interpersonal interaction in business triads—Case studies in corporate travel purchasing
Artikel i vetenskaplig tidskrift, 2012

This study applies a triadic perspective to business triads of an industrial buyer, its service supplier and intermediary partners. The focus is on the structural, relational and cognitive features of interpersonal interaction. The study also takes into account strategic level interactions and interactions related to daily operations, thus providing insight into long and short-term interactive processes. Dedicated contacts and the social bonds between them provide important channels for both tacit and explicit information within and between the organizations, specifically at the operational level. The study contributes to service purchasing and supply literature by analysing complicated supply networks at the micro-level, and by providing concepts and models for the study of interactions in triadic contexts. Managerial implications relate to the importance of creating trusting relationships within and between the organizations. The longitudinal approach adds to our understanding of ongoing service purchasing processes and the dynamism of business relationships.

Business triad

Social capital

Interpersonal interaction

Purchasing process


Anne-Maria Holma

Chalmers, Teknikens ekonomi och organisation, Industriell marknadsföring

Journal of Purchasing and Supply Management

1478-4092 (ISSN)

Vol. 18 2 101-112







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