Paper info

Criteria in the selection of exchange partners - significance of a dynamic relational perspective

Øystein Jensen

The paper was published at the 18th IMP-conference in Perth, Australia in 2002.

The paper demonstrates the nature of the decision criteria employed in the choice of exchangepartners among buyers (tour operators) and sellers (service suppliers) in the Europeantourism industry. The choices made by both parties tend to be viewed from a dynamicrelational perspective focusing on previous experience and assumptions concerning futurecooperation. Within this context, confidence arises as the key factor.