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Article

Yongyi Shou, Jinan Shao and Anlan Chen

Drawing upon the theory of the resource-based view, the purpose of this paper is to examine the relationships among relational resources, innovation capability and firm…

Abstract

Purpose

Drawing upon the theory of the resource-based view, the purpose of this paper is to examine the relationships among relational resources, innovation capability and firm performance in the third-party logistics (3PL) industry.

Design/methodology/approach

Based on data collected from 203 3PL providers in China, this study adopts the approach of structural equation modeling to examine the hypothesized relationships among relational resources, innovation capability and firm performance.

Findings

The results of this research confirm that relational resources have a positive effect on firm performance. However, the effect is not direct, but realized through the mediation of innovation capability. This study indicates that relational resources are important for 3PL providers to achieve superior performance, and innovation capability plays a mediating role between relational resources and firm performance.

Originality/value

The main contributions of this paper to the literature are twofold. First, it extends the extant research by highlighting the mediating mechanism of innovation capability in relational resources’ influence on firm performance. Second, it advances the existing perspectives on 3PL firms in the Chinese context and this sheds light on logistics research on emerging markets.

Details

International Journal of Physical Distribution & Logistics Management, vol. 47 no. 9
Type: Research Article
ISSN: 0960-0035

Keywords

Content available
Article

Fernando Nascimento Zatta, Elmo Tambosi Filho, Fernando Celso de Campos and Rodrigo Randow Freitas

The purpose of this study was to use relational vision as a theoretical support for an investigation of how operational competencies are developed from the interaction of…

Abstract

Purpose

The purpose of this study was to use relational vision as a theoretical support for an investigation of how operational competencies are developed from the interaction of shared relational resources in the supply chain and to verify how these competencies allow the resources to be able to function, unity, integration and direction.

Design/methodology/approach

This multihull study was based on semi-structured interviews with 13 representatives of four dyads from companies in the steel, automotive and industrial applications, pulp processing and manufacturing and application of flexible tubes.

Findings

The results indicate that information, knowledge and learning are significant constructs to influence the development of operational skills in the supply chain because they represent the ability of the company to promote skills to efficiently use resources and create a barrier to imitation.

Research limitations/implications

There are limitations in the use of four companies from different industrial segments because it is possible to generalize the results. However, given the cross-sectional nature of the research, new studies may adopt a longitudinal approach to verify the evolution in the area of operations. Future studies may also expand the unit of analysis to understand the role of the relationship between the focus business and its strategic suppliers from the viewpoint of the suppliers. Thus, new research can be expanded to dyads, triads and business networks by investigating the various stages in the supply chain.

Practical implications

This study contributes to the literature and adds the dimension of relational operational skills, which is hitherto little explored in previous studies.

Social implications

This study contributes to the literature in the area of operations management, in collaborative relationships between buyers and sellers, focusing on the relational view of competitiveness.

Originality/value

The growing importance of organizations and the role of collaboration, based on mutual benefits and grouping of skills, tend to increase the competitive benefits of companies operating in this context. The management of this type of arrangement becomes a challenge for researchers, reinforcing the originality of this study.

Details

RAUSP Management Journal, vol. 54 no. 3
Type: Research Article
ISSN: 2531-0488

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Article

Carol M. Sánchez and Alexandra S. Schmid

The paper uses a relational view of strategy framework to measure and assess the sustainable success of base of the pyramid (BoP) projects. The authors posit that the…

Abstract

Purpose

The paper uses a relational view of strategy framework to measure and assess the sustainable success of base of the pyramid (BoP) projects. The authors posit that the relational view is a powerful way to determine if a firm's project might lead to sustainable competitive advantage, because if partner resources combine to create relation‐specific capabilities and competences, they may provide sustainable value, and the paper applies this method of strategic analysis to selected BoP projects.

Design/methodology/approach

The paper separates the secondary data analysis from the primary data analysis and offers four propositions, based on the combined relational view and BoP criteria. The authors apply the relational view framework to two BoP projects from Michigan‐based organizations. Each case is analysed using the framework, and the authors discuss how the resources of each of the BoP project partners create value, how tailored and scalable the projects are, how BoP end user needs are addressed, what resources partners contribute, and if the relation‐specific combination of resources create project level capabilities that are sustainable.

Findings

The sustainable success of BoP projects may be best achieved when the BoP project partners contribute valuable resources and when those resources combine to create relation‐specific capabilities that create sustainable success. It reinforces the importance of scale, BoP user needs, and engaging BoP customers as partners.

Originality/value

This paper tries to help explain why some BoP projects successfully create a sustainable competitive advantage, by building on strategic themes and using a variation of the relational view framework to examine resources and capabilities of the organizations that partner to serve people at the BoP.

Details

South Asian Journal of Global Business Research, vol. 2 no. 1
Type: Research Article
ISSN: 2045-4457

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Article

Shelby D. Hunt, Dennis B. Arnett and Sreedhar Madhavaram

Drawing on resource‐advantage theory and a diverse literature base, this article seeks to further the development of the explanatory foundations of relationship marketing…

Abstract

Purpose

Drawing on resource‐advantage theory and a diverse literature base, this article seeks to further the development of the explanatory foundations of relationship marketing theory by proposing, and then providing, tentative answers to three “why?” questions in relationship marketing: why is relationship marketing so prominent now? Why do firms and consumers enter into relationships with other firms and consumers? Why are some efforts at relationship marketing more successful than others?

Design/methodology/approach

Before addressing the three questions, the paper begins by discussing the different forms of relationship marketing.

Findings

Although relationship marketing is a relatively young field of inquiry, relationship marketing theory is an extremely rich area of research. Relationship marketing can take many forms and, as a result, relationship marketing theory has the potential to increase one's understanding of many aspects of business strategy.

Research limitations/implications

The answers to the three questions in this paper provide a strong foundation for the further development relationship marketing theory and are useful for both relationship marketing theorists and practitioners.

Originality/value

As relationship marketing theory and practice are developed further, the authors hope that the article will provide useful guidance to those involved. From a marketing theory standpoint, the eight kinds of factors provide guidance to researchers exploring the many forms of relational marketing. For practitioners, they provide a useful framework for evaluating extant relationship marketing strategies and for developing future strategies.

Details

Journal of Business & Industrial Marketing, vol. 21 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

Content available
Article

Ville Eloranta and Taija Turunen

The purpose of this paper is to analyze how the service infusion literature explains competitive advantage through services. The four strategic management theories …

Abstract

Purpose

The purpose of this paper is to analyze how the service infusion literature explains competitive advantage through services. The four strategic management theories – competitive forces, the resource-based view, dynamic capabilities, and relational view – are applied in the analysis.

Design/methodology/approach

A systematic literature review analyzes the links between the service infusion and strategy literature.

Findings

The review reveals that although discussion of service infusion applies strategic management concepts, the stream lacks rigor with respect to construct definition and justification. Additionally, contextual variables are often missing. The result is an over-emphasis of contextually bound measures, such as technology, and focal actors.

Research limitations/implications

The growing trends toward social networks, co-specialization, actor dependency and shared resources encourage service infusion scholars to focus on network-related and relational capabilities, co-opetition, open business models, and relational rent extraction. Furthermore, service infusion research would benefit from considering strategy-based theoretical discussions, constructs, and constraints that would improve the scientific rigor, impact and contribution.

Originality/value

This paper represents a systematic attempt to link the service infusion literature with strategic management theories and thoroughly analyzes the knowledge gaps and possible misconceptions.

Details

Journal of Service Management, vol. 26 no. 3
Type: Research Article
ISSN: 1757-5818

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Article

Robert C. Fink, William L. James and Kenneth J. Hatten

The purpose of this research is to understand what pricing, purchasing, product defect and late deliveries factors are associated with the decisions of small, medium and…

Abstract

Purpose

The purpose of this research is to understand what pricing, purchasing, product defect and late deliveries factors are associated with the decisions of small, medium and large size customers to enter into closer customer‐supplier relationships with their suppliers.

Dessign/methodology/approach

The study involves a survey of 372 professionals in the paper industry to investigate the linkage between pricing, purchasing efficiencies and reductions in product defects and later deliveries and relational exchanges across customers of different sizes and resources.

Findings

The results indicate that the pricing, purchasing, product defect and late delivery factors associated with relational supply chain exchanges are different for small, medium and large size customers.

Research limitations/implications

Data were collected from individuals’ perspectives of the customer‐supplier relationships within customer organization only and involved the exchange of one type of product. Similar studies need to be conducted in other industries involving other types of product exchanges that capture both customer and supplier perspectives to verify these findings.

Practical implications

Supplier sales and marketing managers need to understand that different sized customers with different resources may have different performance objectives when entering into relational exchanges. These varying customer performance objectives should help supplier marketing managers to better segment their relational exchange customers and help them in assessing their ability to satisfy varying customer relational exchange performance goals.

Originality/value

While the linkage between closer customer‐supplier relationships and pricing, purchasing, product delivery has been studied in prior research, this is one of the first studies to show that different customer performance factors are associated with different sizes of customers and their relational exchanges. This paper also suggests that further research grounded on a resource‐based theory (RBT) of the firm would be valuable in better understanding the factors associated with different customers' relational exchanges.

Details

Journal of Business & Industrial Marketing, vol. 26 no. 1
Type: Research Article
ISSN: 0885-8624

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Book part

Curt B. Moore, Chad W. Autry and Barry A. Macy

This chapter introduces the term “interpreneurship” to refer to entrepreneurship that occurs through inter-organizational alliances, which represent a salient vehicle for…

Abstract

This chapter introduces the term “interpreneurship” to refer to entrepreneurship that occurs through inter-organizational alliances, which represent a salient vehicle for combining complementary resources and capabilities across firms in order to gain a competitive advantage. The interpreneurship concept implies the integration of internal (firm) and external (network) resources through alliance formation and management. The purpose of this research is to introduce social structure to the rational action paradigm by examining the complementarity of entrepreneurial and relational resources in achieving organizational goals in an alliance context. In this study, interpreneurial capability is operationalized as the combination of entrepreneurial resources (via an internal growth strategy) with relational resources (via an external growth strategy). These effects are assessed through the examination of three competing research models. The hypothesized interaction-only model tests the impact of complementarity of entrepreneurial and relational resources on firm-level performance for both partners to an alliance. A second model tests relational resources as a mediator of the relationship between entrepreneurial resources and the alliance partners’ performance. Finally, a third model assumes that the two resources have independent effects on the alliance partners’ performance. We find that the interaction-only model yields the strongest relationship to organizational performance, supporting the interpreneurial perspective we proffer in this chapter.

Details

Entrepreneurial Strategic Processes
Type: Book
ISBN: 978-0-7623-1429-4

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Article

Min Guo, Naiding Yang and Yanlu Zhang

The purpose of this paper is to explore that relational capability plays a mediator role in the relationship between focal enterprises' control on knowledge transfer risks…

Abstract

Purpose

The purpose of this paper is to explore that relational capability plays a mediator role in the relationship between focal enterprises' control on knowledge transfer risks in R&D network.

Design/methodology/approach

The paper reviews the related literature from which it proposes a theoretical hypothesis and conceptual framework which is tested empirically adopting regression methodology by mathematical statistics software.

Findings

The results reveal that focal enterprises' control (core technological capability and network position) have a positive effect on knowledge transfer risks without the mediation of relational capability. Moreover, relational capability mediates the positive relationship between core technological capability and knowledge transfer risks.

Research limitations/implications

The cross-sectional data of this research has difficult in testing causality between the variables, and future research should take account of the potential factors that can impact on knowledge transfer risks.

Practical implications

The results provide more valuable information to managers in alleviating knowledge transfer risks in R&D networks. For one thing, the study indicates how focal firms' control (core technological capability and network position) can be taken advantage of improving R&D efficiency and reducing the knowledge transfer risks. For another, the results emphasize that relational capability plays an important role in interacting with cooperative enterprises in the process of R&D activities.

Originality/value

Few studies present a theoretical discussion on focal firms control as the important determinants of knowledge transfer risks especially in the R&D network. Moreover it expands the related risk management theory by relational capability that mediates the relationship between focal firms control and knowledge transfer risks.

Details

European Journal of Innovation Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1460-1060

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Article

Yubing Yu and Baofeng Huo

This paper aims to examine the impacts of relational capital on supply chain quality integration (SCQI) and operational performance from the holistic perspective of the…

Abstract

Purpose

This paper aims to examine the impacts of relational capital on supply chain quality integration (SCQI) and operational performance from the holistic perspective of the entire supply chain.

Design/methodology/approach

Structural equation modeling with LISREL was used to test the conceptual model based on data collected from 308 companies in China.

Findings

The results indicate that with the exception of internal relational capital not having a significant impact on customer quality integration, supplier, internal and customer relational capital have positive impacts on supplier, internal and customer quality integration, which consequently improve operational performance. The results also show that internal relational capital has positive impacts on supplier and customer relational capital, and internal quality integration has positive impacts on supplier and customer quality integration.

Practical implications

The results provide important managerial insights for the improvement of operational performance through the development of relational capital and the implementation of SCQI practices throughout the supply chain.

Originality/value

The authors contribute to the relational capital and supply chain quality management literature by exploring the effectiveness of relational capital in improving SCQI and operational performance from the holistic perspective of the entire supply chain. The findings enrich the knowledge of SCQI management from the perspective of relational capital.

Details

Supply Chain Management: An International Journal, vol. 23 no. 3
Type: Research Article
ISSN: 1359-8546

Keywords

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Article

Shiri D. Vivek and R. Glenn Richey

The purpose of this paper is to contribute to the existing knowledge about joint ventures (JV) by modeling the interactional strength of fit between JV partners. The paper…

Abstract

Purpose

The purpose of this paper is to contribute to the existing knowledge about joint ventures (JV) by modeling the interactional strength of fit between JV partners. The paper integrates different constructs from three theoretical perspectives most widely used in JV studies – trust and commitment from the relational perspective; opportunism and specific investments from the transaction cost perspective; and assesses the moderating role of fit from the contingency perspective.

Design/methodology/approach

Quantitative data from JVs were collected using the survey method. Relationships in the moderated mediation model were tested using complex sets of hierarchical regression steps.

Findings

Relational intentions of partners influence specific investments between the partners. The two together drive JV performance and their impact is moderated by the extent of fit between the partners. Thus, it is concluded that the strength of fit, as perceived by partners, influences the role of other constructs from the relational, transactional and contingency perspectives, which together can help us understand performance of JVs better.

Research limitations/implications

An assessment of longitudinal view of the relational variables and subsequent performance can be captured in future. This research assesses fit based on compatibility, which assesses similarity as well as complementarity, primarily by way of harmony in different aspects. Future research could differentiate complementarity from similarity to further assess the impact of fit.

Practical implications

The relational behavior of JV partners, or their rational approaches to resource seeking, will be optimally effective only when the fit between partner characteristics is high. While the relational or transactional approaches can evolve in JVs, the partners should assess the extent of fit before getting into a JV relationship.

Originality/value

The research presents a holistic framework that draws from various theoretical perspectives. The results establish that contrary to its peripheral treatment in the literature, fit plays an important role and can modify the influence relational variables and specific investments can have on the performance of JVs.

Details

The International Journal of Logistics Management, vol. 24 no. 3
Type: Research Article
ISSN: 0957-4093

Keywords

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