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This study provides a comprehensive framework of adaptation in triadic business relationship settings in the service sector. The framework is based on the industrial network approach (see, e.g., Axelsson & Easton, 1992; Håkansson & Snehota, 1995a). The study describes how adaptations initiate, how they progress, and what the outcomes of these adaptations are. Furthermore, the framework takes into account how adaptations spread in triadic relationship settings. The empirical context is corporate travel management, which is a chain of activities where an industrial enterprise, and its preferred travel agency and service supplier partners combine their resources. The scientific philosophy, on which the knowledge creation is based, is realist ontology. Epistemologically, the study relies on constructionist processes and interpretation. Case studies with in-depth interviews are the main source of data.

This paper aims to extend the argument of DeNisi & Smith Sockbeson, who called to bridge the gap between feedback-seeking and feedback-giving research. The paper pushes their argument further by suggesting that future feedback research should systematically adopt a dyadic and dynamic approach to enhance the understanding of feedback episodes.

This paper reviews previous empirical work in the feedback domain and develops conceptual arguments for linking feedback-seeking and feedback intervention research.

Drawing upon previous work, the authors conclude that the current depiction of feedback processes in the literature might have been overly static and one-sided. Furthermore, it is argued that feedback research might have not kept up to date with recent conceptual and methodological developments in dyadic organizational behavior research.

This paper builds on the argument of DeNisi & Smith Sockbeson, in turn contributing to a more complete picture of how feedback processes unfold in organizations. While this paper profiles a few studies that have begun to bridge the disconnect between feedback-seeking and feedback-giving research, one of its limitations is that it does not adopt a systematic approach in reviewing all potential methodologies.

This paper provides a first step toward studying feedback episodes as dyadic and dynamic processes. In doing so it helps solving one of the long-standing puzzles in management research namely why feedback interventions are sometimes detrimental to performance.

El objetivo de este artículo es extender los argumentos de DeNisi & Smith Sockbeson, que hacen un llamamiento para conectar la investigación sobre buscar y ofrecer feedback (retroalimentación). Desarrollamos aún más su propuesta sugiriendo que la investigación futura sobre feedback debe adoptar sistemáticamente una aproximación diádica y dinámica para mejorar nuestra comprensión de los episodios de feedback.

El artículo revisa la literatura empírica en el campo del feedback y desarrolla argumentos conceptuales para vincular la investigación en busqueda de feedback e intervenciones de feedback.

Sobre los resultados de trabajos previos los autores concluyen que la imagen actual de los procesos de feedback en la literatura es excesivamente estática y desde un solo punto de vista. Es más, se argumenta que la investigación en feedback puede no haber seguido algunos desarrollos conceptuales y metodológicos recientes en la investigación sobre comportamiento organizativo diádico.

El presente trabajo toma los argumentos de DeNisi & Smith Sockbeson como punto de partida, y con ello contribuye a desarrollar una imagen más completa sobre como los procesos de feedback se despliegan en las organizaciones. Si bien el trabajo comenta algunos trabajos que han comenzado a conectar las hasta la fecha desconectadas literaturas en buscar y ofrecer feedback, su limitación principal reside en que no adopta una revisión sistemática de todas las metodologías potenciales.

El trabajo ofrece un primer paso hace el estudio de los episodios de feedback como procesos diádicos y dinámicos. De este modo contribuye a solventar uno de los retos clásicos en la investigación en gestión: porqué las intervenciones de feedback son en ocasiones negativas para el rendimiento.

Este artigo visa estender o argumento de DeNisi & Smith Sockbeson, que preenche a lacuna entre a pesquisa sobre buscar feedback e dar feedback. Nós impulsionamos ainda mais o seu argumento, sugerindo que a futura pesquisa sobre o feedback deve adotar sistematicamente uma abordagem diádica e dinâmica para melhorar nossa compreensão dos episódios de feedback.

Este artigo revisa o trabalho empírico anterior no domínio do feedback e desenvolve argumentos conceituais para vincular pesquisas de busca de feedback e de intervenção de feedback.

Com base em trabalhos anteriores, os autores concluem que a representação atual dos processos de feedback na literatura pode ter sido excessivamente estática e unilateral. Além disso, argumenta-se que a pesquisa de feedback pode não ter se atualizado com desenvolvimentos conceituais e metodológicos recentes na pesquisa do comportamento organizacional diádico.

Este artigo baseia-se no argumento de DeNisi & Smith Sockbeson, contribuindo, por sua vez, para um quadro mais completo de como os processos de feedback se desdobram nas organizações. Enquanto o artigo mapeia alguns estudos que começaram a reduzir a desconexão entre a pequisa sobre buscar e dar feedback, uma de suas limitações é que ela não adota uma abordagem sistemática ao revisar todas as metodologias potenciais.

Este artigo fornece um primeiro passo para o estudo de episódios de feedback como processos diádicos e dinâmicos. Ao fazê-lo, ajuda a resolver um dos quebra-cabeças de longa data na pesquisa em administração, principalmente porque as intervenções de feedback às vezes são prejudiciais ao performance.

The purpose of this paper is to establish how consumer knowledge is transferred among family members in multi-generational families, based on the consumer socialisation theory. Understanding how consumers learn about consumption and are socialised as consumers is critical to developing marketing strategies throughout the family lifecycle. Central to current conceptions of consumer socialisation is the idea that individuals make decisions as outcomes of previous socialisation processes. However, socialisation takes place in the meso-level social setting and there is need to understand how these meso-systems interact when it comes to consumption.

Using a social system design and dyadic analysis, the authors tested knowledge transfer and consumer socialisation agency in multi-generation families in Vietnam, yielding a sample size of 654 individuals and 218 families.

The authors demonstrate the role of consumer socialisation agency on consumer knowledge transfer between people within families. The study illustrates that where knowledge is limited, family-related services and household products will be jointly considered within the family.

This study was undertaken within a single country setting, but the technique and findings have wider implications for collectivist family decision-making in other settings. The limitations of cross-sectional research are acknowledged; the method specifically overcomes issues with self-reported measures by collecting data from multiple people within the social system.

Our findings suggest that consumer knowledge and learning is bi-directionally transferred through consumer socialisation agency. In complex new market situations, marketers can target the social system and ensure that knowledge will be transferred between members.

Social system design and dyadic analysis have not previously been used to examine meso-level consumption settings. The results provide unique understanding of consumer learning in social settings.

In this chapter, we view team cohesion from a more generalized perspective of team dynamics, and focus on four leadership models for understanding these dynamics in teams in the context of the Mars Mission. Given the long duration of the mission with periods of no or intermittent communication and support, isolation and confinement, and the risk of great physical and psychological harm, having tailored leadership models for this unique team dynamics context is critical. And yet, many of these same dangerous conditions occur in other contexts such as for first responders, crisis management teams, Special Forces operations, and scientific exploration teams in extreme environments. As such, building from a model of leadership and team dynamics for dangerous contexts, for a long-duration space mission involving both Mission Control and the Astronaut Crew, these models of leadership and team dynamics include a collective-level approach for scientists and engineers, a primarily crew-based socioemotional approach, a leader-level crisis/emergency approach, and a dyadic or sortie-level approach. Implications of these models for effective leadership in building and maintaining team dynamics and cohesion for the Mars Mission and across a variety of other dangerous and extreme contexts are discussed.

The purpose of this study is to analyze trust perceptions between farmers and traders from a dyadic context in developing countries using mixed-method with a specific focus on fresh and dry commodities under contracted and non-contracted markets.

A mixed approach was employed. Cross-sectional data were collected from 202 farmers and 188 traders using questionnaires and an interview guide. The Mann–Whitney test was used to assess differences in trust perception. Differences in the excerpts were assessed through content analysis.

Results show differences in perception of trust between farmers and traders on integrity, benevolence and competence in marketing fresh and dry commodities. No detectable differences in trust perception between contract and non-contract markets were observed.

Data are limited to Northern Uganda and were collected on trust perception. Besides, there is a scarcity of formal contracts and difficulty in having a matched dyad which could affect generalization.

This is the first study to analyze differences in trust perceptions using a mixed approach in a dyadic context between fresh and dry chains in different markets typologies in developing countries.

The purpose of this conceptual paper is to examine how a focal firm's decision‐making biases at each stage of the alliance life cycle can cause alliance failures such as premature termination and less‐than‐expected productivity.

A dyadic decision‐making approach is used to examine the consequences of decision‐making biases in the evolution of alliances. Concrete cases are presented to substantiate the arguments.

Paying insufficient attention to an alliance partner's behavior causes different judgmental mistakes or decision‐making biases at different stages of the alliance life cycle. These biases can lead to alliance failure.

Dyadic decision making provides a framework to explain persistent but poorly understood dysfunctional behavior in alliances. Although previous authors have acknowledged that safeguards and trust are effective ways to reduce dysfunctional behavior, their mechanisms are still unclear. The paper's arguments suggest that decision‐making biases may serve as crucial mediators of the relationship between governance designs (safeguards or trust) and alliance outcomes. Future work can provide evidence to verify this postulate.

Decision‐making biases emerge in the evolution of alliances and influence alliance performance. Understanding the influence of biases helps to prevent their negative effects and reduces the probability of alliance failure.

Dyadic decision making provides a behavioral framework that complements traditional economic and organizational perspectives in explaining interorganizational decision‐making outcomes in the real world. Three kinds of biases – overconfidence, single outcome calculation, and adjustment and anchoring – are discussed in the paper. The paper addresses how these biases can emerge in the alliance life cycle and lead to various types of dysfunctional behavior, which, in turn, may cause alliance failures such as premature termination and less‐than‐expected productivity.

The purpose of this study is to describe, analyze, and understand the fading configurations in inter‐organizational relationships in the context of cultural sponsorship.

A dyadic case study investigates a long‐term cultural‐sponsorship relationship between a business sponsor and a sponsored museum.

The triggers of relationship fading are broadly elaborated into structural and situational triggers. These triggers are further categorized into negative and positive structural triggers and into negative and positive situational triggers. Negative triggers accelerate the fading of cultural‐sponsorship relationships, whereas positive triggers hinder such fading.

The perceptions of the business sponsor and the sponsored museum are combined into a configuration matrix of relationship fading in cultural‐sponsorships relationships. The configuration matrix can be used to analyze the composition and the dynamics of perceptions during relationship fading. The configuration matrix offers a powerful and flexible tool that allows conflicting views in the cultural‐sponsorship relationship to be revealed and described.

The analytical framework facilitates managerial identification of potential structural and situational triggers of fading in cultural‐sponsorship relationships. To manage such relationships effectively, the interacting actors have to take into account the probable fading of cultural‐sponsorships relationships, and the reasons for this.

The triggers of relationship fading can emanate from both the structural context in which this time‐bound cultural‐sponsorship relationship is embedded and the situational process itself. Consequently, the triggers of fading can be both structural with relatively high permanence and situational with single critical events and incidents occurring in the relationship.

In 1982 two books published in Sweden suggested a network perspective on markets and marketing. The purpose of this paper is to explain the emergence in Sweden of the network perspective.

Provides an examination of research in industrial marketing and related fields during the 1970s and the roles of the societal and academic contexts for the research.

Close relations between academic research and business was particularly crucial since it provided access to industry on all organisational levels and business relevance of the research. Three areas of research seem to have been especially important in the development: supplier‐customer interaction, strategy and organisation of the firm and the interconnectedness between markets. The emergence of the network perspective is seen as a result of a conceptual compromise between a group engaged in dyadic business relationship research and another group that had a wider systems interdependence view on markets. The paper shows that the development can be regarded as a discovery process.

The study is limited to the development in Sweden during the 1970s and leading to the publication of two books that suggested a network perspective. A result of the paper is that the development during the period is only the first phase in the discovery of market networks. This suggests that analysis of the later development may be fruitful.

The study demonstrates the roots of the network perspective on markets and marketing and contributes to the understanding of the development of new paradigms in general.

The first purpose of this study is to explore logistics performance management practices and lessons learned in some supplier/retailer dyads across retail industries. A second purpose is to suggest a continued research agenda for logistics performance management across retail industries.

Case studies are conducted in four supplier/retailer dyads in different retailing industries in Sweden. The analysis is of a cross-case character and uses a pattern matching approach.

Large differences in practices within and between dyads are found. Some problems were indicated: lack of trust; difficulties in developing a collaborative culture; difficulties in relating metrics to customer value and lacking IT support. A previously unknown obstacle, the internal collaboration with category management, was identified. A good example was found in an industry standard. State-of-the-art descriptions, international comparisons, exploring the interface with the stores and combating identified problems were found to be relevant topics for continued research.

The limitations are mainly related to the small number of cases, but since the purpose of this study is exploratory, this should be acceptable. The theoretical contribution is a first step in the expansion of knowledge on logistics performance management from manufacturing to retailing companies.

The practical contribution includes insights in the shape of descriptions and lessons learned in different retail industries.

No identified study has explored logistics performance management as a whole across retail industries with a dyadic approach.

Although it has been suggested that shippers’ demands regarding environmental practices appear to have an impact on the environmental work of LSPs, limited attention has been given to environmental practices in the relationships between LSPs and shippers. The purpose of this paper is to explore how dependencies between LSPs and shippers can influence the way in which environmental practices are coordinated in the relationships between them.

Four dyadic case studies, each consisting of one LSP and one shipper, provide the empirical basis for this paper.

Two types of dependencies are suggested as having an influence over the coordination of environmental practices in LSP-shipper relationships: dependence between LSPs and shippers as such; and dependence with regard to specific environmental practices. In addition, the environmental ambition of the actors is found to be of relevance when LSPs and shippers coordinate environmental practices between them. Based on these parameters, different coordination mechanisms for environmental practices in LSP-shipper relationships are discussed.

The research is limited to four cases in a Swedish context. Additional cases might provide other insights into LSP-shipper relationships and thereby lead to modifications of the proposed conceptual framework.

The results can help both LSPs and shippers improve their work with environmental practices through the use of the appropriate coordination mechanisms in their inter-organisational relationships.

Contrary to previous research, which mainly takes one party’s perspective, this paper takes a dyadic approach and thereby adds valuable knowledge to the inter-organisational aspects of LSPs’ environmental work.