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Abstract

Details

Quality in Ageing and Older Adults, vol. 12 no. 3
Type: Research Article
ISSN: 1471-7794

Book part
Publication date: 1 November 2008

Thomas Ritter and Achim Walter

Managers and academics alike focus on value creation in business relationships. This paper adds to existing literature by analyzing functions of business relationships and…

Abstract

Managers and academics alike focus on value creation in business relationships. This paper adds to existing literature by analyzing functions of business relationships and their impact on value perception. Applying a customer perspective, direct relationship functions are concerned about payment, quality, and volume. Indirect functions include innovation, access, and scouting. Furthermore, trust and number of alternative suppliers are included in the study. The empirical results illustrate the important role of direct and indirect functions for value creation. Understanding these functions is instrumental for driving customer value, both for the supplier and the seller. Direct functions do have a much stronger impact on value than indirect functions that still do have a significant impact. Thus, increasing direct function fulfillment is much more effective in order to gain key supplier status than relying only on indirect functions. But indirect functions may offer ample differentiation opportunities. Being a strong driver of relationship value, trust is also driven by function fulfillment. Thus, relationship value depends on rational elements (functions) and social elements (trust). Availability of alternative suppliers increases the importance of relationship function fulfillment on customer value and customer trust. In highly competitive markets, suppliers need clear understanding and communication of relationship value in order to succeed.

Details

Creating and managing superior customer value
Type: Book
ISBN: 978-1-84855-173-2

Book part
Publication date: 21 January 2022

Jo Rose and Liz Todd

This chapter discusses the different types of researcher/participant relationship described in the case study chapters, alongside the extent to which the projects were…

Abstract

This chapter discusses the different types of researcher/participant relationship described in the case study chapters, alongside the extent to which the projects were (and could be) pre-defined in terms of structure and expected outcomes. The case studies ranged from secondary data analysis methods with no researcher/participant contact, those with structured one-off interviews, those with more ongoing, but still researcher-led, relationships between researcher and participant, to more ethnographic and participatory research where relationships were negotiated between researcher and participant and, in some cases, led by the participants. This chapter highlights that researcher/participant relationships lie parallel to the structure of the project and the extent to which the outcomes are pre-defined. Despite the range of types of relationship, however, all the case studies highlighted the value of trust in those relationships, for participants to feel happy to share the details of their personal lives beyond that which is usually visible in the formal education setting of school. Edwards' (2017a) concepts of relational agency, relational expertise and common knowledge are used to help explain why these relationships matter in research on out-of-school learning – to understand activities that we do not know about, which take places in spaces that we are unfamiliar with.

Book part
Publication date: 28 September 2022

Jacqueline Joslyn

Sociologists have not neglected the study of relationships, but there remains no central definition of what a relationship is. This study offers a definition of…

Abstract

Sociologists have not neglected the study of relationships, but there remains no central definition of what a relationship is. This study offers a definition of relationships that supports a conceptual tool and visualization technique for analyzing relational processes that are otherwise difficult to model using standard ethnographic methods and social network analysis techniques. Grounded in the work of social psychologists and relational sociologists, the premise of this proposition is that relationships are both remembered and imagined. I maintain that relationships are molded by a flow of changing circumstances and dynamic cognitive processes, a characteristic that I refer to as disjointed fluidity. With data from my ethnographic study of doctoral student mentorship, I use this perspective to detail the mechanisms by which relationships are created, maintained, and dissolved. I go on to introduce a new computational ethnographic technique that visualizes relationship properties and characteristics of relational processes using cognitive–temporal depictions called pixels and flows. This book contributes to the efforts in relational sociology to build a universal conceptualization of relationships. It differs from existing literature in its focus on the elements of relationships and their function in social construction.

Details

Conceptualizing and Modeling Relational Processes in Sociology
Type: Book
ISBN: 978-1-80382-827-5

Book part
Publication date: 26 August 2010

Sergio Biggemann

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…

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.

Details

Organizational Culture, Business-to-Business Relationships, and Interfirm Networks
Type: Book
ISBN: 978-0-85724-306-5

Article
Publication date: 30 January 2023

Bin Guo, Xi Li, Tanfei Liu and Dong Wu

Supplier–supplier coopetition is vital to buyer innovation in reality. However, it has not received enough attention in prior research. Integrating the…

Abstract

Purpose

Supplier–supplier coopetition is vital to buyer innovation in reality. However, it has not received enough attention in prior research. Integrating the ability-motivation-opportunity framework of organizational learning perspective and the awareness-motivation-capability framework of competitive dynamics theory, this paper investigates the effect of supplier–supplier coopetition within supplier network on buyer innovation, as well as the contingent role of the relational attributes -- duration and tie strength dispersion of buyer–suppliers relationship at the supplier network level.

Design/methodology/approach

Testing this model on the secondary data of supply networks formed by 204 US listed buyer firms in SIC code 28, 35, 36 during 2008–2019, the authors utilize a fixed-effect regression model to investigate the relationship between supplier–supplier coopetition and the focal buyer's innovation.

Findings

The authors provide support for the positive influence of supplier–supplier cooperation on buyer innovation and an inverted U-shaped relationship between supplier–supplier competition and the focal buyer's innovation. The buyer–suppliers tie strength dispersion amplified the above two effects, and supplier–supplier cooperation mitigates the effect of supplier–supplier competition on the focal buyer's innovation.

Originality/value

Extending the traditional dyadic view to a network-level view via linking the supplier–supplier dyad and the buyer–suppliers dyad, this paper contributes to a better understanding of supplier–supplier coopetition and its impact on buyer innovation with learning and competitive tension as the underlying explanations, and validates the contingent role of buyer–suppliers relational attributes.

Details

International Journal of Operations & Production Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0144-3577

Keywords

Article
Publication date: 17 January 2023

Martin Evans and Peter Farrell

The modern construction industry is highly competitive and cost driven, with tangible adversarial relationships between projects' contractual parties at individual and…

Abstract

Purpose

The modern construction industry is highly competitive and cost driven, with tangible adversarial relationships between projects' contractual parties at individual and organisational levels; there are conflict of interest as people to survive. Accordingly, team leaders on construction megaprojects (CMPs) in multinational engineering organisations strive to survive in such competitive markets. The research’s aim is to investigate relationships between team leaders' tenure and management styles towards professional subordinates on CMPs and elaborate how corporate governance can optimally address this conflict of interest and adversarial relationships.

Design/methodology/approach

The research methodology adopted processes of inducting theory using case studies. A qualitative approach was adopted as a primary data collection and analysis source. It involved case studies through primary data collection in semi-structured face-to-face interviews with 38 professional subordinates (interviewees) to discuss impacts of team leaders' tenure on their management style (a five-team leader, case studies). The research methodology is based on building theories from case study grounded theory research methodologies.

Findings

The research introduced the notion that team leader survival syndrome is pronounced and evidenced by adversarial reactions towards new or experienced professional subordinates where team leaders perceive professional subordinates, especially at senior technical levels, as potential risks that jeopardise their positions and employment survival possibilities. The syndrome is proven based on real-life case studies; it is constant, tangible and serious disorder of attitudes and behaviours. Longer tenure stimulates and accelerates these phenomena and syndrome, with 58% of team leaders exhibiting such syndromes. Optimum employee tenure is between 7 and 10 years. Corporate governance provides good resolution practices.

Research limitations/implications

The research implications are useful to construction industry and academia. However, the analysis is limited to the case studies considered in Canada and Qatar. Due to small sample size for both case studies and respondents to the questionnaire survey, it is recommended for future exploration to expand the scope of research to larger sample size and various demographic and geographical locations.

Practical implications

Corporates should acknowledge the presence of team leader survival syndromes. They should thoroughly investigate sociopolitical relationships behind it and seek to understand consequences on professional subordinates. Corporates should also adopt a 360-degree feedback system; they should limit trust given to team leaders in this regard to responsible trust, to eliminate manipulation. Team leaders are perceived as being not always truthful and misrepresent capabilities and performance of their professional subordinates to senior managers. Corporate governance holistic multidimensional perspectives are required to provide resolutions of team leader survival syndromes.

Originality/value

The research has discovered a phenomenon that team leaders on CMPs in architecture, engineering and construction (AEC) organisations, prompted by virtue of long tenure in corporates or by power of their managerial level in organisations, perceive their professional subordinates, especially senior technical employees, as potential risks. It is thought promoting them would put their own positions and security of tenure at risk. Hence, team leaders act adversarially, to enhance their own survival prospects. This research introduced the novel team leader survival syndrome and introduced analyses, practical implications and recommendations.

Article
Publication date: 20 January 2023

Cid Gonçalves Filho, Kip Kiefer, Marc Fetscherin, Alexander Blandina, Marcelo Nacif Rocha and Plínio Rafael Reis Monteiro

This paper aims to explore how brand relationship quality (BRQ) influences consumers’ perceived sense of justice in the context of service recovery situations.

Abstract

Purpose

This paper aims to explore how brand relationship quality (BRQ) influences consumers’ perceived sense of justice in the context of service recovery situations.

Design/methodology/approach

The authors conducted a survey of 368 Brazilian consumers who experienced real-life automotive service recovery situations. The authors tested their model and underlying hypotheses using structural equation modeling.

Findings

Stronger BRQ led to higher levels of perceived justice (distributive, procedural and interactional), which in turn led to higher customer satisfaction of complaint handling. Ultimately, higher customer satisfaction led to lower complaining, lower retaliation and higher purchase intention. The authors' alternative model tested the effects of BRQ sub-dimensions on justice perception. Interestingly, trust produced a “love-is-blind” effect, while intimacy revealed a “love-becomes-hate” effect.

Originality/value

This study assessed BRQ and its sub-dimensions (self-connection, satisfaction, commitment, trust and intimacy) on sense of justice (distributive, procedural and interactional) within service recovery. Also, this study demonstrated the opposing effects of the brand relationship sub-dimensions trust and intimacy on perceptions of justice.

Details

Journal of Consumer Marketing, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0736-3761

Keywords

Article
Publication date: 27 January 2023

Xiaodie Pu, Zhao Cai, Alain Yee Loong Chong and Antony Paulraj

Firms are subject to power from both upstream and downstream partners; those partners may have different or even opposing impacts on supply chain relationships and…

Abstract

Purpose

Firms are subject to power from both upstream and downstream partners; those partners may have different or even opposing impacts on supply chain relationships and financial performance. The purpose of this study is to investigate how upstream and downstream dependence structures affect a firm's financial performance through upstream and downstream relational depth (DEP) and relationship extendedness (EXT).

Design/methodology/approach

Data representing both upstream and downstream supply chain perspectives was collected using a multiple-respondent survey and was further augmented using financial performance data from an archival database.

Findings

Dependence advantages (ADVs) and disadvantages from upstream and downstream partners affect relational mechanisms and firm performance differently. Only downstream ADV will enhance a firm's DEP and EXT and subsequently affect firm's revenue and profit. Contradictory to widely held belief, the results reveal that firms that maintain long-term relationships with buyers and suppliers may experience lower revenue/profit.

Originality/value

This research represents a significant step in understanding the economic ramifications of dependence by (1) highlighting the difference between upstream and downstream supply chain dependence structure and (2) understanding the indirect effects of dependence structure on financial performance.

Details

International Journal of Operations & Production Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0144-3577

Keywords

Article
Publication date: 27 January 2023

Laurent Bompar, Renaud Lunardo, Camille Saintives and Reynald Brion

The purpose of this paper is to investigate the distinct effects of aggressive and constructive humor on perceptions of Machiavellianism, relationship quality and…

Abstract

Purpose

The purpose of this paper is to investigate the distinct effects of aggressive and constructive humor on perceptions of Machiavellianism, relationship quality and willingness-to-switch (WTS).

Design/methodology/approach

The empirical analysis includes a first replication study with 138 business-to-business buyers and a second study with 175 business-to-business buyers that aims to test the theoretical model. The Process macro is used to test the study’s hypotheses.

Findings

Results indicate that aggressive and constructive humor types have distinct effects on relationship quality and subsequent buyers’ WTS. Specifically, and contrary to constructive humor, aggressive humor from sellers increases buyers’ perceptions of Machiavellianism, which reveals detrimental to relationship quality and subsequently increases buyers’ WTS.

Research limitations/implications

Although the results about the effects of humor on relationship quality were obtained from actual buyers and consistent across the two studies, they were obtained from two cross-sectional designs, which limits the causality of the effects being observed.

Practical implications

Sellers may benefit from getting deep understanding of how usage humor may impact their relationship with buyers. In particular, this research makes clear for sellers that as long as the type of humor that they use when dealing with a buyer is constructive, no negative outcome might emerge. However, if the humor is aggressive, then the stereotype of Machiavellianism might emerge, leading to lower relationship quality and an increase in WTS from the buyer.

Originality/value

While research on humor as a communication technique for sellers has increased lately, to the best of the authors’ knowledge this research is the first to examine the effects of the distinct types of aggressive and constructive humor and to provide empirical evidence for the different effects of these two types of humor. This research also contributes to the literature on stereotypes associated with sellers, by presenting insights into how the negative stereotype of Machiavellianism is prompted by the use of aggressive humor.

Details

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

Keywords

1 – 10 of over 264000