This paper explores the ways in which the communication tools influence the management of Business-to-Business (B2B) relationships. The result suggests that both the buyers and suppliers use Information Technology (IT) for business relationships but suppliers adopt IT more quickly than buyers. The growth in IT as yet, does not seem to have affected the management of relationships much. However, in the future, it may replace older methods of communication. Managers, therefore, need to be aware of the effect of IT on the nature of communication.

The gradual shift from manufacturing to services in the developing economies, globalization with the rapid evolution of IT and e-commerce desperately affect the way business is conducted, particularly, in business-to-business markets. It is only 50 years ago that the first mainframe computer was developed, 25 years since the introduction of the personal computer, and eight 8 years since the Internet was introduced, and yet their influence on business-to-business operations is indispensable. The different options available to communicate for the business process depends on the nature of relationships between the subjects, contents in the message and other requirements like speed, privacy and reliability of the communication tool. Though researches have revealed the usage of different communication methods, the impact of such methods is little studied. This paper studies not only the current usage but also the perceived current and future usefulness and future usage of the communication methods employed in business. Moreover, the study also focuses on the attitude towards IT to present a comprehensive scenario emphasizing the impact of IT on the management of business-to-business relationships.

In 1980s, there were fewer communication channels available, and therefore, relationships were established mainly through face-to-face meetings between the supplier and buyer. Obviously, a wide variety of technical, commercial and organizational information is exchanged between companies. The type of communication channel used depends on the type of information being exchanged. Impersonal communication channels are used to transfer basic technical and/or commercial information, while personal communication channels are used to transfer ``soft'' data such as the use of the product, conditions of agreement, general information about either party, etc. (Hakansson, 1982).

Impact of IT on B2B Relationships in India: An Empirical Analysis, communication tools, management of Business-to-Business (B2B) relationships, buyers and suppliers, Information Technology (IT), business relationships, Impersonal communication channels.