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Author: Thomas O'Toole Publisher: ISBN: Category : Languages : en Pages : 0
Book Description
The scope of research on interorganisational relationship structure has been limited by rigid adherence to specific governance paradigms and by lack of research into relational performance. The conceptual framework developed in this thesis responds to these issues by pursuing a multiparadigm, approach from which it develops a taxonomy of relationship structures that is linked to performance. The classification of a relationship into the taxonomy is based on the relationship strength construct. This construct discriminates between relational governance structures by measuring both behaviour process and economic content elements of a relationship. The result is a taxonomy of four relationship structures. They are bilateral, recurrent, dominant partner and discrete. Furthermore, the research links these relationship structures to a multifaceted definition of relational performance, which includes both behaviour and economic outcomes, to enable it to test which structure optimises performance. It proposes that bilateral relationships, developed from social exchange theory, are the optimal governance structures for managing interfirm. exchanges. Bilateral relationships have the highest level of relationship strength of all the structures. These structures involve partners who have high levels of trust in each other and who have made substantial commitment to the relationship. If these relationships are found to be the optimal structures in terms of performance, considerable support will have been found for social exchange theory. The research hypotheses are supported by empirical work which combines qualitative and quantitative methodologies. The qualitative study uses in-depth interviews with buyer and supplier organisations. The quantitative study consists of a mail survey of 500 UK industrial buyers who are interviewed about their main supply relationship. The industries included in the research are engineering, electronics and communications. The development of a taxonomy of relationship structures and its links to performance provides guidance to researchers and managers on how to assess and develop the potential of a relationship. The assumptions managers make about relationships have an impact on what is attainable from the relationship. The research also provides strong support for social exchange positions in managing interfirm relationships.
Author: Thomas O'Toole Publisher: ISBN: Category : Languages : en Pages : 0
Book Description
The scope of research on interorganisational relationship structure has been limited by rigid adherence to specific governance paradigms and by lack of research into relational performance. The conceptual framework developed in this thesis responds to these issues by pursuing a multiparadigm, approach from which it develops a taxonomy of relationship structures that is linked to performance. The classification of a relationship into the taxonomy is based on the relationship strength construct. This construct discriminates between relational governance structures by measuring both behaviour process and economic content elements of a relationship. The result is a taxonomy of four relationship structures. They are bilateral, recurrent, dominant partner and discrete. Furthermore, the research links these relationship structures to a multifaceted definition of relational performance, which includes both behaviour and economic outcomes, to enable it to test which structure optimises performance. It proposes that bilateral relationships, developed from social exchange theory, are the optimal governance structures for managing interfirm. exchanges. Bilateral relationships have the highest level of relationship strength of all the structures. These structures involve partners who have high levels of trust in each other and who have made substantial commitment to the relationship. If these relationships are found to be the optimal structures in terms of performance, considerable support will have been found for social exchange theory. The research hypotheses are supported by empirical work which combines qualitative and quantitative methodologies. The qualitative study uses in-depth interviews with buyer and supplier organisations. The quantitative study consists of a mail survey of 500 UK industrial buyers who are interviewed about their main supply relationship. The industries included in the research are engineering, electronics and communications. The development of a taxonomy of relationship structures and its links to performance provides guidance to researchers and managers on how to assess and develop the potential of a relationship. The assumptions managers make about relationships have an impact on what is attainable from the relationship. The research also provides strong support for social exchange positions in managing interfirm relationships.
Author: Bill Donaldson Publisher: John Wiley & Sons ISBN: 0470028807 Category : Business & Economics Languages : en Pages : 289
Book Description
Strategic Market Relationships, 2nd Edition develops the reader’s understanding of the nature, relevance and importance of creating and sustaining relationships as a strategic resource. It takes a managerial perspective to the study of relationships, from strategy to implementation. The first edition was the first text that comprehensively addressed relationships as a strategic issue, and considering relationships as strategic and as a basis for competition is central to this book. In a nutshell, strategic market relationships is the process of analyzing, formulating and implementing a relationship strategy for an organisation. The new edition is being totally restructured in the light of teaching experience with the book and new research since it was published. Most of the existing content will still be there but presented in a new logic. Continues to map relationships from strategy to implementation Text more clearly divided into strategy and implementation parts Continues to focus on close relationships and on the management of relationships Continues with introductory case illustration and end of chapter teaching cases with many new ones All chapter updated with new research since the last publication Revamped chapter on relationship planning including a stronger focus on strategic choice and relationship development New chapter on relationship types/archetypes to develop on the theme of classification and the management of specific relationships New chapter on organizing relationships New chapter on people and relationships E-relationship chapter integrated into chapter on communication and dialogue in a relationship New chapter on channel relationships Chapter on relationship performance restructured around costs and value. Ethics and researching relationships expanded in the conclusion chapter
Author: Michael Kleinaltenkamp Publisher: Springer ISBN: 3662438569 Category : Business & Economics Languages : en Pages : 342
Book Description
Relationship management, key account management and customer orientation are concepts that have become central to modern management. This book is dedicated to illustrating and reflecting these concepts and their corresponding methods and instruments in depth. It is thereby focused on the business-to-business realm and equally applies to traditional industrial markets as well as to business-to-business services. Contributions include state-of-the-art research results that are conveyed in a comprehensible fashion to be applied in both executive education as well as in practice.
Author: Naeem Tabassum Publisher: Springer Nature ISBN: 3030485277 Category : Business & Economics Languages : en Pages : 335
Book Description
Establishing a corporate governance strategy that promotes the efficient use of organisational resources is instrumental in the economic growth of a country, as well as the successful management of firms. This book reviews existing literature and identifies board structural features as key variables of an effective corporate governance system, establishing a multi-theoretical model that links Board structural characteristics with firm performance. It then, using a comprehensive empirical study of 265 companies listed on the Karachi Stock exchange, tests this conceptual model. This research serves as a significant milestone, reflecting the socio-economic setting of emerging economies, and highlighting the need for the corporate sector in emerging markets to move away from a 'tick-box' culture. It argues that the sector needs to implement corporate governance as a tool to mitigate business risks; appoint and empower non-executive directors to achieve an effective monitoring of management; and establish their own ethical and governance principles, applicable to the Board of Directors. Based on an extensive data base, collected painstakingly over five years, this book offers new insights and conceptual framework for further research in this area. Given the breadth and width of the research, it is a useful source of future reference for students, researchers and policy makers.
Author: Dariusz Siemieniako Publisher: Taylor & Francis ISBN: 1000685535 Category : Business & Economics Languages : en Pages : 106
Book Description
Focusing on the issue of power as the main building block of relationships between business buyers and sellers, this book explains the complex nature of power with its multidimensional and multi-directional character. As a complex construct, inter-firm power is treated as a matter of perception as well as in terms of total and relative power. The book analyses extensively the issue of power asymmetry with its dynamics and its consequences for business-to-business (B2B) relationships, particularly analyzing the dynamic mechanism of power. Various theoretical domains or research streams regarding managing an asymmetrical business relationship by the weaker partner are also examined. Based on the studies of other scholars as well as on the authors' own research, this book shows how weaker suppliers or buyers deal with high-power partners in business relationships and the approaches of more powerful parties to asymmetrical relationship development. Additionally, the book presents the specific nature of power in international B2B relationships, including its connection to culture and conflict, as well as how to handle power in managing export performance within international B2B relationships. It is written for scholars and students who are interested in academic research concerning B2B marketing and B2B relationship marketing domains, specifically those who are interested in literature dealing with supply chain management, key account management, relationship portfolio management, distribution channel management and the network approach.
Author: Tobias Weigl Publisher: Springer Science & Business Media ISBN: 3835055623 Category : Business & Economics Languages : en Pages : 403
Book Description
Based on the results of 177 survey responses, Tobias Weigl shows that the simple transfer of managerial and organizational skills, techniques, values and culture from developed countries to Russia is a false assumption among academics and practitioners.
Author: Howard F. Gospel Publisher: Oxford University Press, USA ISBN: 9780199299232 Category : Business & Economics Languages : en Pages : 404
Book Description
Examining how finance and governance influence employment relationships, work organization and industrial relations by means of a comparative analysis of Anglo-American, European and Japanes economies, this book is about the relationship between corporate governance regimes and labour management.
Author: Thomas O'Toole
Author: Thomas O'Toole
Author: Bill Donaldson
Author: Michael Kleinaltenkamp
Author: Naeem Tabassum
Author: Maninder Singh Sarkaria
Author: Adolf Augustus Berle
Author: 
Author: Dariusz Siemieniako
Author: Tobias Weigl
Author: Howard F. Gospel