“ Dyadic Adaptation in Business-to-Business Markets ”

@inproceedings{Brennan2002DA,
  title={“ Dyadic Adaptation in Business-to-Business Markets ”},
  author={D. R. Brennan and Peter W. Turnbull},
  year={2002}
}
Competitive success in business-to-business markets often depends upon the ability of the firm to adapt specifically to the needs of a single customer organization. Research into buyer-seller relationships in industrial markets has shown that both buying and selling firms implement specific adaptations for a single partner. Adaptation can take place at the level of the product, or more broadly in terms of management processes, information exchange, and even organizational restructuring. The… CONTINUE READING
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