Relationship-focused or deal-focused? Building interpersonal bonds within B2B relationships

Abstract

Purpose

There is a research gap regarding frameworks identifying the specific activities and resources used by companies to build and enhance social ties between them and business actors. The purpose of this paper is to identify those activities and resources and propose a model of them for referring to successive stages of business relationship-building.

Design/methodology/approach

Qualitative research was conducted in the form of 16 semi-structured in-depth individual interviews in four companies operating in Poland, representing the construction, chemical, alcoholic beverages and automotive industries.

Findings

Resources and activities used by companies to build and strengthen interpersonal bonds within business relationships may be categorised according to the dimension of relationship-focused (RF) vs deal-focused (DF) approach. In the companies analysed, the RF approach appeared dominant, while some symptoms of changes towards a DF approach were observed.

Research limitations/implications

The proposed model of resources and activities used in companies at successive stages of business relationship-building extends the understanding of how high-quality relationships are built. The study is exploratory in nature and aims to inspire further in-depth analyses, including cross-cultural comparisons.

Practical implications

The paper helps managers in their day-to-day management of B2B relationships. It provides particular guidelines for business people seeking a potential business partner in Poland and other countries with a communist past.

Originality/value

The paper’s originality results from combining the behavioural approach to B2B relationships with the concept of the RF vs DF approach. The latter concept is based on the experience and observations of its author and, as such, has so far received limited attention in the literature.

Citation

Glinska-Newes, A., Escher, I., Brzustewicz, P., Szostek, D. and Petrykowska, J. (2018), "Relationship-focused or deal-focused? Building interpersonal bonds within B2B relationships", Baltic Journal of Management, Vol. 13 No. 4, pp. 508-527. https://doi.org/10.1108/BJM-02-2017-0038