Department of Management

Lars Esbjerg

Relationally-responsive interaction in business

Research output: Contribution to conferencePaperResearchpeer-review


Interaction between active, individually significant and interdependent actors is a central concern for research within the IMP tradition, which emphasises that it is what happens between a company and others that constitutes the core of business. Nevertheless,
it is also recognised that our understanding of
the nature of interaction and its implications for
business remains limited. This paper develops a theoretically grounded understanding of how business actors orient themselves towards each other in relationally-­‐responsive interaction. Amongst other things, this understanding offers a more satisfying conceptualisation of identity than that found in the IMP literature, which argues that identity is determined by resources and activities. Another important contribution is
the distinction made between two kinds of challenges, which business actors face in their day-to-day activities: logical problems and
difficulties of orientation.
Original languageEnglish
Publication year2011
Number of pages19
Publication statusPublished - 2011
Event27th Industrial Marketing and Purchasing (IMP) Conference - Glasgow, United Kingdom
Duration: 1 Sep 20113 Sep 2011


Conference27th Industrial Marketing and Purchasing (IMP) Conference
CountryUnited Kingdom

    Research areas

  • business actors, interaction processes, orientational difficulties, problems, relationally-responsive interaction

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