The Industrial Marketing and Purchasing IMP Model
The IMP Model consists of:1) Interaction Process2) Interaction Parties3) Interaction Environment4) Atmosphere
1. Customer and Supplier
Interaction – The Industrial
Marketing and Purchasing
IMP Model
Mr. Abdinasir Ahmed
MBA Finance and Banking (IIUC) , BIT
(Hon) (UNISO).
2. The IMP Model
The Industrial Marketing and Purchasing IMP
Interaction Model
By the Industrial Marketing and Purchasing
Group, Published in 1982
Model developed after analysing 1300
relationships in Europe
3. The IMP Model
Assumed long term relationship
The IMP Model consists of:
1) Interaction Process
2) Interaction Parties
3) Interaction Environment
4) Atmosphere
5. The IMP Model
Interaction Process – The interaction between
two parties, the episodes and events of
exchange that contribute towards
institutionalization or destabilization of the
relationship
Product or Service Exchange – What suppliers
sells to customers and what customer trade the
item(s) with
Information Exchange – Transfer of information,
technical, commercial, soft data, etc
6. The IMP Model
Financial Exchange – Currency exchange and
uncertainty involved over time
Social Exchange – Communication, experience,
culture, etc.
7. The IMP Model
Interaction Parties – The characteristic of the
parties, the participants
Technology – Capability of manufacturing plant
Organization Size, Structure and Strategy – Size
often relate to power. Strategy relates to
emphasis and priorities of an organization
Organization Experience – The number of
exchanges
Individuals – The person involved during the
interaction, salesperson
8. The IMP Model
Interaction Environment – Environmental issues
Market structure
Dynamism
Internationalization – Some uncertainty that will
arise are the difference in language, culture,
political content, etc
Position in the manufacturing channel – The
position of the organization in the supply chain
Social System – Concerns are attitude, trade
regulation, exchange rate
9. The IMP Model
The Atmosphere – the variable that emerges
over time between the interaction parties
Power-Dependency
Co-operation-Conflict
Trust-Opportunism
Understanding-Mutual Expectation
10. Reference
Hakansson, H., “An Interaction Approach”,
International Marketing and Purchasing of
Industrial Goods, John Wiley, New York, 1982,
pp. 10-27.