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Recently, Modell (2022) and James et al. (2020) provided reviews of the performance management literature that subscribe to an institutional or behavioral perspective, respectively. This article draws attention to an alternative theoretical approach – the relational perspective.

The article is based on a review of different literature.

Decision-making in public organizations becomes more participatory or distributed, and service provision is increasingly collaborative. In line with these trends in public administration practice, performance management theory needs to be updated and principal-agent assumptions expanded. A relational perspective could provide such an update. This perspective emphasizes the group as the unit of analysis and the importance of collaborative routines to select, define, and use performance practices and metrics. The perspective also draws attention to the role of networks, social processes, and negotiations within teams, as well as group dynamics in decision-making.

The article outlines avenues for future relational research on performance management efforts, with the intention to encourage more empirical work in this area. The article also theorizes about promising connections between the relational, institutional, and behavioral perspectives, specifically linking a relational research agenda to propositions made by Modell (2022).

The purpose of this paper is to draw on the direct experience of a practitioner undertaking real-time research in his organization to offer insights into the dual role of practical insider and theoretical outsider. The duality helps the researcher to live “in” and think “out” of the research context to develop a theory for practice and then transpose it to a practice for theory through the collaboration of an external theoretical insider.

This is a theoretical account of the reflexive experience of the practitioner reintroducing relational ethnography, where the researcher regards processes and spaces as the objects of analysis rather than bounded groups and places. It emphasizes the relational significance of the researcher, researched, and theoretical insider in exploring the structures of relations and meanings in the field of professional practice.

The paper argues that understanding the complementariness and paradoxes of the dual role helps the researcher to identify knowledge gaps and contest commonsense knowledge in search of critical knowledge and theoretical insights. The transition between the bounded (restrained) and unbounded (unrestrained) selves occurs in the holding space of research, influencing the position from which the researcher views himself, his subjects, and his social world.

The paper extends the dimension of ethnographic research, which de-centers the authority and control of the researcher to that of the relationship between the researcher and informants, by focusing on the relational significance between the researcher, researched, and theoretical insider. This perspective gives rise to a deeper understanding of relational ethnography, seen largely in sociological research, as relevant to organizational research, where structures of relations and actions explored in real time could account for the configuration, conflict, and coordination of work practices.

This work examines the relationship between internal and relational capabilities and the creation of value to the end consumer in the case of the process of receipt, manufacture, and delivery of orders within the supply chain. This work develops a methodology to identify operations that generate core competences and those that do not, with the aim of improving the management of the supply chain.

This work analyses the order fulfillment process in a representative sample of firms operating in a region of Spain. To accomplish the research objectives, a personal survey was conducted using a questionnaire to evaluate 13 activities of the order distribution process in the supply chain.

The results of the study reveal that internal and relational capabilities explain the creation of value to the consumer. They also identify two groups of operations in line with their ability to be sources of relational or internal competitive advantage. With regard to the activities, it was shown that there are some activities that form part of the core competences, while others constitute non-core competences. This work demonstrates that the core activities generate higher value to the end consumer; however, it also shows how important the non-core activities may be to the creation of value.

The work offers orientation as to how the analyzed process should be redesigned to obtain a competitive advantage. Thus, this higher value to the end consumer will enable the firm to reduce prices or at least maintain them, in which case the firm will be able to offer additional services that differentiate it from the competition.

Finally, although the literature contains some works that analyze capabilities or relational performance, none to date have used variables such as activity simplification, integration and relational competitiveness in the framework of relational capabilities in the order fulfillment process. Another significant innovation of this work is the analysis at operation level, in which 13 activities belonging to an important process in the supply chain are analyzed.

Customer service is crucial for organizations' survival and competitiveness in the hospitality industry. The purpose of this study is to examine how and when servant leadership affects extra-role customer service.

The hypotheses were tested with a sample of 302 employees from a passenger transport company in China.

Results demonstrate that servant leadership was positively related to extra-role customer service and that this relation was mediated by relational identification. In addition, the mediating effect of relational identification in the relation between servant leadership and extra-role customer service was contingent on prosocial motivation.

The study is the first to explore the relation between servant leadership and extra-role customer service from the perspective of relational identification and the moderating role of prosocial motivation.

This paper aims to investigate the role of relational governance in innovation platform development, specifically investigating the context of living labs.

Two longitudinal case studies are presented, derived from auto-ethnographic narratives, qualitative interviews and secondary documents, which cover the critical stages in the development of each living lab.

Empirical insights demonstrate the relevance of coordination activities based on joint planning and activities to support innovation platform development across different stages. The governance role of research actors as platform activators is also identified.

The paper offers a useful perspective for identifying collective goals between living lab actors and aligning joint activities across different stages of living lab development.

The case provides insights into the challenges and opportunities for collaboration between academia, industry and users to support sustainable construction innovation.

A relational governance mode is identified, going beyond top down or bottom up approaches, which contributes a new understanding of how collective goals align within a relational space.

This paper aims to advance an integrative perspective of dynamic relationality in negotiation research by providing a symbiotic solution to modeling the cultural adaptation process in intercultural negotiations.

Based on a solution-oriented symbiotic approach, the authors analyze negotiators’ combination strategy to propose the dynamic convergence of dyadic relational negotiation behavior (RNB) both as a descriptive framework and a prescriptive solution to behavioral congruence in intercultural negotiations. The authors use spreadsheet platform with artificial data input to simulate various RNB dynamics between negotiators.

The authors identify the research gap between the arelational, static paradigm in negotiation literature and the relational, dynamic reality in negotiation practices, develop a fourfold typology of the existing negotiation research and propose the construct of RNB. The authors simulate the dyadic dynamics of RNB in a symbiotic framework. Results illustrate varied dyadic patterns of convergent RNB dynamics, demonstrating the effectiveness of the symbiotic solution to achieving behavioral congruence under multiple conditions. Propositions are then presented to predict negotiators’ initial relational behavior, describe dyadic coevolution of RNB in intercultural negotiations and explicate the relevant chronic consequences regarding relational and economic capital.

This paper fills a significant knowledge gap in the extant cross-cultural negotiation literature by addressing dynamic behavioral adaptation through a relational lens. This symbiotic framework is both descriptive in its predictive capacity to simulate the complexity of non-linear negotiation environment, and prescriptive in its directive capacity to guide negotiators’ plan of action given each other’s observed behavior with a probability estimation.

Contemporary scholars contend that the buyer–seller relationship is dynamic in nature, so it grows, matures and declines over time. However, most studies that adopt the dynamic perspective debates its conceptualization and how dynamic effects are captured. This scholarly discourse has led to multiple dynamic perspectives and resulted in fragmented and scattered literature on the subject. This study aims to synthesize the large body of research on dynamic perspectives in a systematic way.

This paper follows a systematic review approach to extract and review 192 research articles from four electronic databases: Web of Science, EBSCOhost Business, ScienceDirect and Emerald. Based on the inclusion criteria that the articles examine time-dependent relationship development in light of a generalizable dynamic perspective, 61 articles were selected for the final examination and reporting.

This review reveals that most research on the buyer–seller dynamic relationship follows at least one of four perspectives: the relationship lifecycle, relationship age, relationship velocity and the asymmetric–dynamic perspective. Each perspective offers a distinct conceptualization of relationship development and has certain advantages that enable researchers to capture information about relationships’ growth trajectory in a unique manner.

Firms need a set of diverse strategies for their customers, depending on the state of the relationships’ development, as strategies that pay off at initial levels may fail at later stages. This study helps managers select an appropriate dynamic perspective that best aligns with their customers’ stage of relationship development so they can devise customized relationship-management strategies.

To the best of the authors’ knowledge, this article is the first attempt to organize the discourse of a large body of research on dynamic perspectives, and therefore it helps academicians and practitioners to choose the dynamic perspective that best suits their objectives and research settings. This review documents key research areas that have been overlooked and highlights opportunities for future research.

Value co-creation (VCC) helps platforms establish competitive advantages. Unlike their traditional counterparts, social attribute is a key concept of social e-commerce platforms. This study integrates VCC and social network theories, introduces relational embeddedness and divides this variable into economic and social relational embeddedness to explore its impact on VCC intention. This study also explores the mediating and moderating roles of customers' psychological ownership (CPO) and regulatory focus, respectively.

A questionnaire survey was conducted among users of mainstream social e-commerce platforms in China, and the relationship among the variables was revealed through a structural equation modeling of 464 valid responses.

The dimensions of relational embeddedness positively affect CPO and VCC intention, with social relational embeddedness exerting the strongest effect. CPO positively affects VCC intention and partially mediates the relationship between relational embeddedness and VCC intention. Promotion and prevention focus positively and negatively moderate the relationship between CPO and VCC intention, respectively.

This study expands the VCC research perspective and links the VCC concepts to social network dynamics. From the relational embeddedness perspective, this study identifies the type and intensity of relational embeddedness that promotes users' VCC intention and contributes to theoretical research on VCC and relational embeddedness. This study also introduces CPO as an intermediary variable, thus opening the black box of this mechanism, and confirms the moderating role of regulatory focus as the key psychological factor motivating users' VCC intention.

Relationship marketing has been playing an important role in the development of marketing theory and practice. Though the concept has been extensively applied in international marketing in understanding the dynamics of exporter-importer relationships, few studies have looked at dyadic data to investigate the impact of mutuality of relational variables on the exporter-importer relationships. The objective of this study is to understand the impact of mutuality of key relational variables on exporter-importer relationship performance. A dyadic model of mutuality is proposed. The model highlights the impact of balance, level and quality of perceptual bi-directionality of relational variables.

The model was tested using dyadic data collected from exporter-importer relationships involving Australian exporters and their Southeast Asian import partners through a cross-sectional, quantitative survey. Mutuality of relationship constructs was measured using the perceptual bi-directionality (PBD) method.

The results support the central hypothesis that mutuality of relational constructs has an impact on relationship performance.

The study is the first to apply the perceptual bi-directionality method to measure mutuality of relational constructs in an exporter-importer setting. The study contributes to the general understanding of international business and exporter-importer relationship performance in particular.

The knowledge generated by academics in the field of management is often criticized because of its reduced relevance for professionals. In the review of the literature, the authors distinguish between three streams of thought. The review of the literature and the understanding of the research streams that have been addressed by the academic–practitioner gap in management has allowed to clarify that what truly underlies each of these approaches is a different assumption or paradigm from which the management science focusses.

This paper reviews the main approaches that have analysed this topic, drawing a number of conclusions.

The knowledge generated by academics in the field of management is often criticized because of its reduced relevance for professionals. In the review of the literature, the authors distinguish between three main perspectives. The review of the literature and the understanding of the research streams that have been addressed by the academic–practitioner gap in management has allowed us to clarify that what truly underlies each of these approaches is a different assumption or paradigm from which the management science focusses. To represent the findings of the literature review in this sense, the authors will present, first, a model that serves as a framework to interpret the different solutions proposed in the literature to close the gap from a positivist paradigm. Subsequently, they question this view through a reflection that brings us closer to a more pragmatic and interpretive paradigm of management science to bridge the research–practice gap.

In recent studies, researchers agree that there is an important gap between management research and practice, which may bear little resemblance to each other. However, the literature on this topic does not seem to be guided by a rigorously structured discourse and, for the most part, is not based on empirical studies. Moreover, a sizeable body of literature has been developed with the objective of analysing and contributing solutions that reconcile management researchers and professionals. To offer a more systematic view of the literature on this topic, the paper classifies previous approaches into three different perspectives based on the ideas on which they are supported. Finally, the paper concludes with some reflections that could help to reorient the paradigm from which the management research is carried out.