Authors: Alexandra Waluszewski; Hakan Hakansson
One important result in the IMP-studies is that the business interaction has a certain substance. This was already seen in the first study (Håkansson ed 1982) and it was one of the key aspects in the IMP 2 (Håkansson & Snehota 1995). Here we want to discuss how we in these studies and in the large empirical study reported in Håkansson & Waluszewski (2002) have tried to capture and measure this substance and its heaviness. By doing this we want to discuss three specific questions: (i) why it is important to measure heaviness in business interaction (ii) how it was measured in these studies and (iii) the need to develop better measures of heaviness. We conclude that heaviness has been a key aspect, that how it has been measured has developed in quite a remarkable way and that we need to continues this development in future if we want to have an impact on economic analysis
Journal: ( – )
Web Address:
Publish Year: 2016
Conference: Cape Town (2016)