Managing inter-organizational relationships: Using the force of partner attraction

Publikation: Working paperForskning

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Resumé

 
OriginalsprogEngelsk
Udgivelses stedKøbenhavn
Antal sider28
StatusUdgivet - 2005

Emneord

  • Interorganisatoriske relationer
  • Inter-organizational relationships
  • Relationship-value
  • Attraction

Citer dette

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title = "Managing inter-organizational relationships: Using the force of partner attraction",
abstract = "Company performance is increasingly affected by a range of external factors embeddedin a complex network of action controlled by other companies' in its environment. A wellmanaged company, it's argued, is one that is aware of these external factors, and one whoin response seeks to implement tactics maximizing own influence and control over them.Information gathering and model building are tactics normally used in this effort.However, in this article we discuss a third tactic, the tactic of attraction in dyadicrelationships. Founded on the theory of social exchange and based on literature reviewson long-term-orientation in relationships and relationship value we develop a conceptualmodel highlighting the components of attraction in business to business relationships.First we demonstrate how the force of attraction can be understood as partners expectedrelationship value and how expected relationship value in turn is strengthened orweakened by partner- comfortability and dependability. Then we show how partnersperceived attraction towards an industrial company can be managed using a combinationof structural- and behavioral adjustments.Key words: Inter-organizational relationships; Relationship Management; Relationship-value; Attraction.",
keywords = "Interorganisatoriske relationer, Inter-organizational relationships, Relationship-value, Attraction",
author = "Hald, {Kim Sundtoft}",
year = "2005",
language = "English",
type = "WorkingPaper",

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T1 - Managing inter-organizational relationships

T2 - Using the force of partner attraction

AU - Hald, Kim Sundtoft

PY - 2005

Y1 - 2005

N2 - Company performance is increasingly affected by a range of external factors embeddedin a complex network of action controlled by other companies' in its environment. A wellmanaged company, it's argued, is one that is aware of these external factors, and one whoin response seeks to implement tactics maximizing own influence and control over them.Information gathering and model building are tactics normally used in this effort.However, in this article we discuss a third tactic, the tactic of attraction in dyadicrelationships. Founded on the theory of social exchange and based on literature reviewson long-term-orientation in relationships and relationship value we develop a conceptualmodel highlighting the components of attraction in business to business relationships.First we demonstrate how the force of attraction can be understood as partners expectedrelationship value and how expected relationship value in turn is strengthened orweakened by partner- comfortability and dependability. Then we show how partnersperceived attraction towards an industrial company can be managed using a combinationof structural- and behavioral adjustments.Key words: Inter-organizational relationships; Relationship Management; Relationship-value; Attraction.

AB - Company performance is increasingly affected by a range of external factors embeddedin a complex network of action controlled by other companies' in its environment. A wellmanaged company, it's argued, is one that is aware of these external factors, and one whoin response seeks to implement tactics maximizing own influence and control over them.Information gathering and model building are tactics normally used in this effort.However, in this article we discuss a third tactic, the tactic of attraction in dyadicrelationships. Founded on the theory of social exchange and based on literature reviewson long-term-orientation in relationships and relationship value we develop a conceptualmodel highlighting the components of attraction in business to business relationships.First we demonstrate how the force of attraction can be understood as partners expectedrelationship value and how expected relationship value in turn is strengthened orweakened by partner- comfortability and dependability. Then we show how partnersperceived attraction towards an industrial company can be managed using a combinationof structural- and behavioral adjustments.Key words: Inter-organizational relationships; Relationship Management; Relationship-value; Attraction.

KW - Interorganisatoriske relationer

KW - Inter-organizational relationships

KW - Relationship-value

KW - Attraction

M3 - Working paper

BT - Managing inter-organizational relationships

CY - København

ER -