Managing inter-organizational relationships

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Managing inter-organizational relationships

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Title: Managing inter-organizational relationships
Using the force of partner attraction
Author: Hald, Kim Sundtoft
Abstract: Company performance is increasingly affected by a range of external factors embedded in a complex network of action controlled by other companies’ in its environment. A well managed company, it’s argued, is one that is aware of these external factors, and one who in 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 dyadic relationships. Founded on the theory of social exchange and based on literature reviews on long-term-orientation in relationships and relationship value we develop a conceptual model highlighting the components of attraction in business to business relationships. First we demonstrate how the force of attraction can be understood as partners expected relationship value and how expected relationship value in turn is strengthened or weakened by partner- comfortability and dependability. Then we show how partners perceived attraction towards an industrial company can be managed using a combination of structural- and behavioral adjustments. Key words: Inter-organizational relationships; Relationship Management; Relationship-value; Attraction.
URI: http://hdl.handle.net/10398/6293
Date: 2005-05-26

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