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tment metaphor” is
believed to be particularly relevant when it comes to adaptationsinvolving physical assets. Second, adaptation is
viewed as a decision-making process by which problemsare analysed, uncertainties and values are assessed, and theoptimal strategies are determined. The “decision-making
metaphor,” similar in some ways to the first one, suggestsa business strategy based on rational thinking. Third, adaptationis described as a political process. The “political
process metaphor” points to adaptations as the result of negotiation,
power, and sacrificing. Fourth, adaptation is
seen as a socialisation process. Here, socialisation is defined
by Brennan and Turnbull [2] as “the process of learning
how to behave properly” (p. 141). And it is on this
point that the “socialisation metaphor” is believed to link
“organisational learning,” a large stream of research on organisation,
with the IMP enterprise. Finally, adaptation is
conceived of as an evolutionary process. The “evolution
metaphor” suggests that adaptation is a process by which
buyer and seller adjust to serve each other better. Each of
the five metaphors focuses on a particular point of analysis
of interfirm adaptation. As a whole, “the metaphors are
found to be complementary, so that taken together they
provide a coherent process view of buyer-seller adaptations”
(p. 127) [2].

 

REFERENCES
1. Brennan, R., and Turnbull, P. W.: Adaptations in Buyer-Seller Relationships,
in Proceedings of the 11th International Conference on Industrial
Marketing and Purchasing (IMP), P. Turnbull, D. Yorke, and P. Naude,
eds., Manchester Business School, Manchester, UK, 1995, 172–203.
2. Brennan, R., and Turnbull, P. W.: The Process of Adaptation in Inter-Firm
Relationships, in Proceedings of the 12th International Conference on
Industrial Marketing and Purchasing (IMP), H.G. Gemünden, T. Ritter,
and A. Walter, eds., University of Karlsruhe, Karlsruhe, Germany, 1996,
127–148.
3. Brennan, R., and Turnbull, P. W.: Antecedents to Adaptations in Buyer-
Seller Relationships, in Proceedings of the International Conference on
Industrial Marketing and Purchasing (IMP), F. Mazet, R. Salle, and J. -P.
Valla, eds., Lyon Graduate School of Business, Lyon, France, 1997, 61–85.
4. Brennan, R., and Turnbull, P. W.: Counting the Uncountable? Measuring
Inter-Firm Adaptations, in Proceedings of the 14th International Conference
on Industrial Marketing and Purchasing (IMP), A. Halinen-Kaila
6 As such, this interpretation of li and li shang wang lai conveys a more
comprehensive understanding of the terms than the “reciprocation of greetings,
favours, and gifts” provided by The Chinese Culture Connection [40] (pp.
147–148).
63
and N. Nummela, eds., Turku School of Economics and Business Administration,
Turku, Finland, 1998, 133–148.
5. Ford, D.: The Development of Buyer-Seller Relationships in Industrial
Markets. European Journal of Marketing 14, 339–353 (1980).
6. Ford, D., ed.: Understanding Business Markets: Interaction, Relationships
and Networks. Academic Press, London, 1990.
7. Håkansson, H., ed.: International Marketing and Purchasing of Industrial
Goods: An Interaction Approach. John Wiley and Sons, Chichester, 1982.
8. Håkansson, H., and Snehota, I., eds.: Developing Relationships in Business
Networks. International Thomson Busin本论文由英语论文网提供整理，提供论文代写，英语论文代写，代写论文，代写英语论文，代写留学生论文，代写英文论文，留学生论文代写相关核心关键词搜索。