Managing inter-organizational relationships


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Managing inter-organizational relationships

Vis færre oplysninger Hald, Kim Sundtoft en_US 2009-02-04T10:23:25Z 2009-02-04T10:23:25Z 2005-05-26T00:00:00Z en_US
dc.description.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. en_US
dc.format.extent 28 s. en_US
dc.language eng en_US
dc.relation.ispartofseries Working paper;2005-001 en_US
dc.subject.other inter-organizational relationships en_US
dc.subject.other relationship-value en_US
dc.subject.other attraction en_US
dc.title Managing inter-organizational relationships en_US
dc.type wp en_US
dc.accessionstatus modt26maj05 miel en_US
dc.contributor.corporation Copenhagen Business School. CBS en_US
dc.contributor.department Institut for Produktion og Erhvervsøkonomi en_US
dc.contributor.departmentshort PEØ en_US
dc.contributor.departmentuk Department of Operations Management en_US
dc.contributor.departmentukshort OM en_US
dc.idnumber x656490798 en_US København en_US
dc.publisher.year 2005 en_US
dc.title.subtitle Using the force of partner attraction en_US

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