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Power, resource dependencies and capabilities in intercultural B2B relationships

Ashish Malik (University of Newcastle Faculty of Business and Law, Callaghan, Australia)
Liem Viet Ngo (The University of New South Wales, Sydney, Australia)
Russel P.J. Kingshott (Curtin University, Perth, Australia)

Journal of Services Marketing

ISSN: 0887-6045

Article publication date: 2 July 2018

Issue publication date: 10 August 2018



This exploratory study aims to analyse the influence of organisational resources and capabilities on relationship quality and firm performance in the context of high-technology offshore outsourcing service vendors.


Using a qualitative case study design, data from four offshore business process and information technology outsourcing firms were analysed.


Findings highlight that resource dependence, cultural orientation and the vendor’s resources and capabilities strengthen relationship quality and affect firm performance.


The distinctive contribution of this study lies in identifying key organisational mechanisms that improve relationship quality and firm performance, as well as help to understand the adverse effects of ethnocentricity and power faced by vendors and subsidiaries within diverse intercultural contexts. Study limitations and future research directions, along with implications for theory and practice, are also discussed.



Malik, A., Ngo, L.V. and Kingshott, R.P.J. (2018), "Power, resource dependencies and capabilities in intercultural B2B relationships", Journal of Services Marketing, Vol. 32 No. 5, pp. 629-642.



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