Exchange Relationship between Companies and Competitors in Building Materials Retail Sector in Palu
Abstract
Relations between companies and competitors are always related to rivalry in profit
seeking, but the truth is, both companies and competitors can work together and fulfil each other’s
requirements. This research aims to explore how exchange relations happen between companies
and competitors in building materials sector retail. Participants in this study were 4 business owners. Data collection was conducted through interviews and documents. This study shows that
coopetition between local companies and competitors through informal interactions by several
situations causes them to cooperate and compete. When both sides compete, this research found
several things that are being competed by both sides, and when they cooperate, this research found
several exchanged resources along with the benefit for both parties. Additional findings in this
research are the appearance of coexistence relations between local companies and competitors
which is not the focus of this research, and how there are good and bad competitors in business.

