Search results

1 – 10 of over 206000
To view the access options for this content please click here
Book part
Publication date: 5 November 2021

Emily A. Paskewitz

Relationship development is required for any group working together. As members coordinate to accomplish tasks, some level of relationship is created through interaction…

Abstract

Relationship development is required for any group working together. As members coordinate to accomplish tasks, some level of relationship is created through interaction between group members. However, most group development models focus on task accomplishment and may briefly address relational concerns. Communication research has furthered our understanding of group relationship development based on communicative changes that demonstrate emerging relationships among members. This chapter summarizes research on relationship development in groups. First, the chapter reviews research on group relational messages and relational outcomes. Second, the chapter outlines a framework for explaining group relationship development based on group interaction and development research. Four progressive stages (investigating, initiating, integrating, and interconnecting) are presented that show the communicative changes in group relationship development. Investigating focuses on testing boundaries and getting to know members, while initiating highlights how members become more direct about individual goals and handle conflict. During integrating, members shift to a group mind and tentatively form relationships with members, whereas interconnecting is a sense of we-ness among members and the use of shared group symbols. Future research directions for relational development and the four stages are presented at the end.

Details

The Emerald Handbook of Group and Team Communication Research
Type: Book
ISBN: 978-1-80043-501-8

Keywords

To view the access options for this content please click here
Article
Publication date: 1 April 2006

Allan Gibb

This study aims to examine the design of effective support systems for micro‐, small‐ and medium‐sized enterprise (MSME) development at the local and regional level in China.

Downloads
2723

Abstract

Purpose

This study aims to examine the design of effective support systems for micro‐, small‐ and medium‐sized enterprise (MSME) development at the local and regional level in China.

Design/methodology/approach

The paper calls on the experience of China, in fostering the fastest growing MSME sector in the world over the past 20 years, to suggest a paradigm based upon the Chinese guanxi model of relationships.

Findings

The paper argues that the extensive international experience has not been massively successful and that the application of a stricter market‐led approach to the provision of MSME business development services will not be successful if it ignores the way that western “institutionalism” dictates the supply offer.

Practical implications

It is argued that the model of entrepreneurial networking and relationships demands a fundamental repositioning of policy support and a major reorganisation of the way that knowledge is made explicit and disseminated to MSMEs.

Originality/value

The paper explores what is termed as a stakeholder relationship model for the entrepreneur, the policy maker and the local delivery agent.

Details

Journal of Small Business and Enterprise Development, vol. 13 no. 2
Type: Research Article
ISSN: 1462-6004

Keywords

To view the access options for this content please click here
Article
Publication date: 3 July 2009

Kalipso M. Karantinou and Margaret K. Hogg

Relationship development is presented as an optimal strategy across all sectors of economic activity, although relationships, and their appropriateness, vary by industry…

Downloads
2214

Abstract

Purpose

Relationship development is presented as an optimal strategy across all sectors of economic activity, although relationships, and their appropriateness, vary by industry sector. In order to contribute to academic and managerial understanding of relationships in professional business services, this study aims to investigate the characteristics of relationship development in management consultancy.

Design/methodology/approach

Data collection involved semi‐structured interviews with both consultants and clients and employed a multilevel perspective for the investigation of relationships.

Findings

The findings provide a more nuanced reading of relationships and relationship development. First, a distinction between within‐project and between‐projects relationships and the important strategic implications which flow from these two different types of relationships are identified. Second, a distinction between relationship‐seekers and relationship‐switchers, and the resource allocation decisions associated with managing these two different client groups are identified.

Research limitations/implications

This is an exploratory study based on a qualitative methodology and thus no claims are made about generalizability. The study primarily aimed to achieve a theoretical generalization. The emerging conceptualizations could be extended to and tested by other cases in future studies.

Practical implications

The study has implications for managers because of the insights it offers into the mechanisms for relationship development; the strategic value of relationships; what the clients have to say about relationships; and the elements that characterize successful long‐term relationships.

Originality/value

The study contributes to relationship management theory within services marketing by offering a more refined understanding of company‐client relationships, compared with the more generic interpretations of relationships which often characterize studies of relationship management.

Details

Journal of Services Marketing, vol. 23 no. 4
Type: Research Article
ISSN: 0887-6045

Keywords

To view the access options for this content please click here
Article
Publication date: 6 September 2011

Peter Davis and Peter Love

Alliancing and partnering have been extensively used to stimulate collaborative relations between supply chain members as well as to address the need to improve the…

Downloads
3374

Abstract

Purpose

Alliancing and partnering have been extensively used to stimulate collaborative relations between supply chain members as well as to address the need to improve the performance of projects. Recognising the need to build and sustain relationships in alliances, the paper aims to present a model that is developed and tested by industry practitioners who are regularly involved with alliance contracting. The developed model can be used to encourage a culture of reflective learning and mutual trust, beyond merely project‐specific performance outcomes.

Design/methodology/approach

To examine the applicability of the conceptual model to alliance contracting in construction an exploratory approach was adopted. A total of 49 in‐depth interviews were conducted over a six‐month period with a variety of industry practitioners (clients, contractors, design consultants, construction lawyers, and alliance facilitators) who had extensive experience with working in alliance contracts. Interviews were used as the mechanism to examine the themes and constructs identified from the literature.

Findings

The relationship development process represents a major contributor to successful alliance contracting and can add considerable value throughout the supply chain. There is a recognisable structure to relationship development that is underpinned by specific themes that should be considered when managing the alliance relationship. Trust and commitment are explicit elements that should be continually maintained in an alliance contract, and can significantly contribute to joint learning from joint problem‐solving activities. From the respondents' perspectives it appears that the entire process of relationship development hinged around individual relationships, trust and organizational development.

Practical implications

A three‐phase model for building alliances is developed and can be used by practitioners to improve the performance of projects.

Social implications

It is suggested that the developed model can be used to promote a culture of reflective learning and mutual trust, beyond merely project‐specific performance outcomes.

Originality/value

The research develops a model for relationship development and maintenance in construction projects so that sustainable relationships can be established. The proposed model includes three phases: assessment, commitment and endurance. Being able to manage each of these phases effectively is critical for successful project delivery and stimulating innovation.

Details

Engineering, Construction and Architectural Management, vol. 18 no. 5
Type: Research Article
ISSN: 0969-9988

Keywords

To view the access options for this content please click here
Article
Publication date: 14 October 2021

Ralph Kauffman and Lucille Pointer

This study aims to examine how the widespread adoption of digital technology (DT) in business-to-business (B2B) markets affects and, in particular, increases the velocity…

Abstract

Purpose

This study aims to examine how the widespread adoption of digital technology (DT) in business-to-business (B2B) markets affects and, in particular, increases the velocity of relationship development over time.

Design/methodology/approach

A literature search was conducted to develop propositions concerning DT’s effect on the various stages of an existing B2B buyer-seller relationship development model. A group of 55 experienced practitioners was used to obtain reactions to the propositions.

Findings

DT affects buyer-seller relationship development by reducing the time needed to initiate and advance through sequential relationship stages. Agility in the decision-making process fosters stronger inter-firm relationships and influences other important attributes of B2B relationships, such as organizational commitment, organizational embeddedness, trust and value creation.

Research limitations/implications

A broader, more diverse sample of commercial buyers and sellers is required to permit testing the generalizability of the study’s findings.

Practical implications

DT affects the speed and agility of B2B relationship formation regardless of stage. As DT evolves in the age of Industry 4.0, an understanding of the effects of DT will aid managers in assessing ways to leverage its potential and apply appropriate DT strategies throughout the B2B relationship process to capitalize on current and future business opportunities. Firms need to explore the positive and negative effects of the digital revolution on managers within their supply chain networks.

Originality/value

To the best of the authors’ knowledge, this is the first study that specifically addresses DT’s impact during the specific stages of the relationship development process.

Details

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

Keywords

Content available
Article
Publication date: 31 August 2021

Jonna Koponen, Saara Julkunen, Mika Gabrielsson and Ellen Bolman Pullins

The purpose of this paper is to explore how business-to-business (B2B), intercultural, interpersonal salesperson–customer relationships develop using the lens of identity…

Abstract

Purpose

The purpose of this paper is to explore how business-to-business (B2B), intercultural, interpersonal salesperson–customer relationships develop using the lens of identity management theory (IMT; Imahori and Cupach, 2005).

Design/methodology/approach

The research uses qualitative semi-structured interviews on 18 targeted relationships with customers from another culture conducted with business-to-business salespeople.

Findings

The findings indicate that our respondents' relationships moved from trial toward enmeshment and on occasion toward the renegotiation phase, as described in IMT. In the case of low cultural diversity between salesperson and customer, the relationships reached the trial and enmeshment phase. In the case of high cultural diversity between salesperson and customer, the relationships on occasion evolved toward the renegotiation phase. Salespeople's cultural intelligence (CQ) facilitates the development of interpersonal, intercultural salesperson–customer relationships.

Originality/value

The authors transfer IMT from the personal relationship development arena to B2B intercultural, interpersonal relationships, address a gap in the literature in the understanding of salesperson–customer interpersonal relationships in different contexts and develop a theoretical model to understand intercultural, interpersonal salesperson–customer relationship development across different levels of cultural diversity.

Details

International Marketing Review, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0265-1335

Keywords

To view the access options for this content please click here
Book part
Publication date: 8 April 2005

Fredrik von Corswant

This paper deals with the organizing of interactive product development. Developing products in interaction between firms may provide benefits in terms of specialization…

Abstract

This paper deals with the organizing of interactive product development. Developing products in interaction between firms may provide benefits in terms of specialization, increased innovation, and possibilities to perform development activities in parallel. However, the differentiation of product development among a number of firms also implies that various dependencies need to be dealt with across firm boundaries. How dependencies may be dealt with across firms is related to how product development is organized. The purpose of the paper is to explore dependencies and how interactive product development may be organized with regard to these dependencies.

The analytical framework is based on the industrial network approach, and deals with the development of products in terms of adaptation and combination of heterogeneous resources. There are dependencies between resources, that is, they are embedded, implying that no resource can be developed in isolation. The characteristics of and dependencies related to four main categories of resources (products, production facilities, business units and business relationships) provide a basis for analyzing the organizing of interactive product development.

Three in-depth case studies are used to explore the organizing of interactive product development with regard to dependencies. The first two cases are based on the development of the electrical system and the seats for Volvo’s large car platform (P2), performed in interaction with Delphi and Lear respectively. The third case is based on the interaction between Scania and Dayco/DFC Tech for the development of various pipes and hoses for a new truck model.

The analysis is focused on what different dependencies the firms considered and dealt with, and how product development was organized with regard to these dependencies. It is concluded that there is a complex and dynamic pattern of dependencies that reaches far beyond the developed product as well as beyond individual business units. To deal with these dependencies, development may be organized in teams where several business units are represented. This enables interaction between different business units’ resource collections, which is important for resource adaptation as well as for innovation. The delimiting and relating functions of the team boundary are elaborated upon and it is argued that also teams may be regarded as actors. It is also concluded that a modular product structure may entail a modular organization with regard to the teams, though, interaction between business units and teams is needed. A strong connection between the technical structure and the organizational structure is identified and it is concluded that policies regarding the technical structure (e.g. concerning “carry-over”) cannot be separated from the management of the organizational structure (e.g. the supplier structure). The organizing of product development is in itself a complex and dynamic task that needs to be subject to interaction between business units.

Details

Managing Product Innovation
Type: Book
ISBN: 978-1-84950-311-2

To view the access options for this content please click here
Article
Publication date: 1 February 2021

Jose Novais Santos and Cristina Sales Baptista

Several studies have focused on the development of relationships between buyers and sellers; however, we still have a limited understanding of the interaction processes of…

Abstract

Purpose

Several studies have focused on the development of relationships between buyers and sellers; however, we still have a limited understanding of the interaction processes of the relationships between competitors over time. This paper aims to explore the development of relationships between competitors adopting an interaction and network approach.

Design/methodology/approach

This study examines nine relationships between competitors that are part of two multi-actor alliances in the pharmaceutical industry. The study builds on nine longitudinal case studies supported by 24 in-depth interviews.

Findings

The findings reveal that the development of the relationships between competitors within the alliances comprises exchange and coordination processes. The cases show that relationship development is a “never-ending process” within the alliance that includes five phases: co-existence, formation, development, dormancy and dissolution. A third party is identified as having a catalyst role in relationship development.

Originality/value

Supported by a comprehensive literature review on relationship development models, this study highlights the value of applying an interaction and network approach for studying relationships between competitors.

Details

Journal of Business & Industrial Marketing, vol. 36 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

To view the access options for this content please click here
Article
Publication date: 16 October 2019

Nikolina Koporcic and Maria Ivanova-Gongne

This paper aims to clarify the meaning of Interactive Network Branding (INB) and demonstrate its importance for business relationship development, within a cross-cultural…

Abstract

Purpose

This paper aims to clarify the meaning of Interactive Network Branding (INB) and demonstrate its importance for business relationship development, within a cross-cultural context of emerging markets (EM). More specifically, it integrates the idea of INB through its three branding dimensions into the first three relationship development stages introduced in the seminal article by Ford (1980). By bringing INB into relationship development, and by considering its embeddedness in a cultural context, the study extends current understanding of business relationships in connection to corporate branding.

Design/methodology/approach

The study is empirical and explorative. To reach the research aims, the authors apply a qualitative approach and present findings from four business relationships in two EM contexts, namely, the Croatian and Russian markets. Ten interviews have been undertaken, and the analysis was conducted by applying sensemaking and narrative approaches.

Findings

Findings show the influence of INB dimensions on three stages of business relationship development. In both EMs, the external dimension is found to be dominant for the pre-relationship stage while the internal dimension for the early stage. At the same time, mutual INB dimension, which is built on interpersonal interactions, is influencing each stage to a certain manner, while being a dominant dimension in the development stage. Also, the role of each dimension in a specific stage of relationship development is conditioned by the cultural context in which business relationships are embedded.

Research limitations/implications

Based on the chosen qualitative research approach and focus on two countries, the findings might lack generalizability. Thus, future research is needed to observe business relationship development through INB dimensions in different cultural environments.

Practical implications

This paper provides a new perspective for managers on coping with the development of business relationships and branding in the EM context.

Originality/value

This is the first attempt to study business relationship development through branding perspective in general and INB perspective in particular. It builds a deeper understanding of identity, reputation and mutual INB dimension and their manifestation and influence on each relationship stage. In addition, the study has a cultural context, which makes it one of the rare cross-cultural studies related to branding in business marketing research.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 1
Type: Research Article
ISSN: 0885-8624

Keywords

To view the access options for this content please click here
Article
Publication date: 2 September 2014

Levent Altinay, Maureen Brookes, Ruth Yeung and Gurhan Aktas

– This paper aims to evaluate the antecedents of franchise relationship development from the perspective of a sample of Chinese and Turkish franchisees.

Downloads
1835

Abstract

Purpose

This paper aims to evaluate the antecedents of franchise relationship development from the perspective of a sample of Chinese and Turkish franchisees.

Design/methodology/approach

This study explores relationship development through semi-structured interviews with Chinese and Turkish franchisees.

Findings

The findings of the study demonstrated that both the culturally adapted role performance of franchisors and communication geared towards knowledge transfer contribute to relationship development with franchisees.

Research limitations/implications

This exploratory study evaluated the influence of role performance and communication as factors influencing relationship development. Further research could explore other factors in other countries and industries.

Practical implications

To build and develop long-term relationships with franchisees, franchisors need to invest in continuously improving their franchise infrastructures and enhancing their brand reputations. Communication and knowledge transfer between the franchisors and the franchisees are crucial for the management of dynamic relationships.

Originality/value

This paper advances franchising literature by offering a combined and complementary theoretical perspective to our understanding of the influence of power and social investments in relationship development between franchisees and franchisors. In particular, the study identifies role performance of franchisor and communication with franchisees as the key antecedents of relationship development.

Details

Journal of Services Marketing, vol. 28 no. 6
Type: Research Article
ISSN: 0887-6045

Keywords

1 – 10 of over 206000