Partnering and relationships within an international network context

M. De Lurdes Veludo, D.K. Macbeth, Sharon Purchase

Research output: Contribution to journalArticlepeer-review

22 Citations (Scopus)


This paper uses an empirical study of the collaborative business relationships between Opel Portugal as a subsidiary the American automotive manufacturer General Motors and its Portuguese-based direct suppliers (PBDS) as a means of exploring the contributions of the three research traditions of supply chain management, multinational theory and, crucially, the role of the IMP approach. Within this research, the supply chain management concept of partnering is used to provide a bridge between the dyadic and network perspectives. Also, due to its potential in describing complex business networks and in capturing the nature of dyadic business relationships, the analytical tool related to the IMP work, the ARA (activities-resources-actors) model, by Hakansson and Snehota, is a major influence on the development of the conceptual framework presented in this study. The case results indicate the possibility of mapping the constructs of the partnering approach onto the ARA model to understand the dyad within a network context where the MNCs structure and operation exerts an often constraining role on the possible dyadic interactions.
Original languageEnglish
Pages (from-to)142-157
JournalInternational Marketing Review
Issue number2
Publication statusPublished - 2004


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