Chapter 5 Structure and dynamics of business-to-business relationships

Abstract

This paper describes a practical method to study structure and dynamics of business relationships by applying the findings that the previous two papers outline. The focus is to provide managers with suitable tools that improve their ability to understand and manage business relationships. The paper provides templates of figures and tables, as well as instructions on how to use them to facilitate describing structure of relationships. Relationship structure is based on five multidimensional constructs composed of trust, commitment, bonds, information sharing, and distance and dynamics of relationships based on rules of meaning and action, which are called constitutive and regulative rules.

Citation

Biggemann, S. (2010), "Chapter 5 Structure and dynamics of business-to-business relationships", Woodside, A.G. (Ed.) Organizational Culture, Business-to-Business Relationships, and Interfirm Networks (Advances in Business Marketing and Purchasing, Vol. 16), Emerald Group Publishing Limited, Leeds, pp. 327-340. https://doi.org/10.1108/S1069-0964(2010)0000016008