| ||Foi publicado na revista internacional do ISI "Industrial Marketing Management" o artigo com o título "Interaction processes in long-term relationships in the metal mining industry: longitudinal case studies of capital equipment buying" da autoria de Cristina Sales Baptista, ADVANCE, ISEG.|
This study investigates the development of the relationships between customers and suppliers of capital equipment in the mining industry. The interorganizational relationships were characterized along three sets of variables: context, task characteristics, and interaction processes. Longitudinal case study research was conducted, and four long-term relationships in the Portuguese metal mining industry were investigated. The domesticated nature of the market, compatibility of partners' objectives and strategies, and the choice of a direct channel are significant driving forces for the establishment and development of these relationships. Well-driven interaction processes were found determinant to relationships' development and outcomes. Particularly, the extent of supplier-based adaptations and scope of after-sales agreements are core to relationship development and continuity.