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.