Dissertationen: „Business relationship“

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deVries, Rosalyn, und rosalyndevries@yahoo com. „Determinants of business-to-business relationship quality in a financial services context“. RMIT University. Graduate School of Business, 2009. http://adt.lib.rmit.edu.au/adt/public/adt-VIT20091020.092918.

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Building and maintaining business relationships is becoming increasingly important as organisations seek to improve their competitive advantage by entering long-term relationships with strategic business partners. It is suggested that the quality of the relationship determines the likelihood of maintaining an ongoing relationship between buyers and sellers. Research in the area of business-to-business relationship quality is still in its infancy with limited agreement of the dimensions of relationship quality or even the definition of relationship quality in a business-to-business context. The aim of this Interpretivist study, set in the financial services industry in Australia, was to develop an understanding of what participants in a dyadic business relationship perceive to be the attributes of a high quality relationship. Methodologically the research took a case study approach to the collection of primary data through the use of open-ended depth interviews. Epistemologically the research derived categories and concepts from the social actors engaged in the mutually constructed social reality of the business relationship dyad. This formed the basis for understanding the quality concept by describing relationship-based activities and meanings. The findings indicate that some dimensions of relationship quality are identified dyadically whereas other dimensions are buyer or seller specific. Some dimensions of relationship quality suggested by the literature emerged from the data generated for this study, while others were previously unidentified, including good product, reciprocity, face-to-face contact, problem resolution, efficiency of service, staff consistency, business support and hierarchy of contacts. The findings suggest four implications for professional practice: the need for face-to-face contact; the importance of establishing a hierarchy of contacts across the business relationship; the suggestion that relationship quality is a continuum rather than a destination; and the suggestion that problem resolution may be a catalyst for relationship strength.

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Forkmann, Sebastian. „Challenges of change in business-to-business markets“. Thesis, University of Manchester, 2013. https://www.research.manchester.ac.uk/portal/en/theses/challenges-of-change-in-businesstobusiness-markets(ef771ed7-8d31-45c8-b8f3-4e17b54dc159).html.

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This dissertation is structured around three original studies that offer unique insights into the challenges of change in business-to-business markets. All three studies share as an important starting point that firms rely on other firms to achieve strategic flexibility in volatile business environments. This means that firms source critical resources from business relationships in order to reduce long-term investments in times of change. From this perspective, firms' competitive advantages cross the boundaries of the firm and are embedded in their business partner networks. Thus, firms' business relationships and networks have become an important locus of organizational change in order to respond to turbulence in firms' business environments. Study one of this dissertation recognizes the importance of supplier relationships as a mechanism to react to changing business environments. The article focuses on the dynamic capabilities that enable firms to structurally reconfigure their supplier portfolios or supply networks in order to access necessary resources. The framework of relationship management capabilities introduced, is structured around three important sub-dimensions: relationship initiation, development, and ending capabilities, which collectively enable a firm to manage the reconfiguration of resource portfolios accessed via supplier relationships. The key implication for management relates to thinking beyond firms' established supply chains in times of change. While to a certain degree change can be absorbed within firms' existing supply chains, there might be a need to be 'agile', i.e. search for other suppliers who are better suited to more efficiently and effectively address such changes affecting firm competitiveness in the long run. While study one highlights the importance of firms' agility in adapting their supply chains in response to changes in their business environment, study two of this dissertation, although with a focus on the demand side of the business model, addresses the managerial challenges associated with such an agile adaptation process. Study two conceptualizes a framework for business model change and provides managers guidance to approach business model redesign. In particular, study two focuses on service business models and introduces the concepts of service infusion and defusion as important processes of business model redesign. The service infusion and defusion framework provides a pragmatic and systematic approach to understanding the nature of the business model change that companies have to manage, as well as linking these changes with knowledge creation and transfer processes. These are shown to be key for successfully managing such a business model redesign. While studies one and two assume strategy and its implementation to be key to a successful response to changes in firms' business environment, study three draws attention to the difficulties of arriving at such an appropriate or fitting response strategy in the first place, given the available information. In particular, this study examines the link between sensing changes in firms' business environments and managerial decision making in the form of strategy choice. Thereby, the study shows that strategy change causes disruptions, which eventually affect firm performance. This effect is compounded with increasing sensitivity to change as well as increasing number of factors that trigger change, and thus impairs the long term benefits of such strategy change. Thus, the effectiveness of strategy or business model changes and their implementation is inevitably contingent on distinguishing key signals from noise that disturb or misguide firms' strategic decisions.

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Molin, Jonas. „Business Streamlining : Toward a Substantive Theory of the Streamlining of Outsourced Business Processes“. Licentiate thesis, Handelshögskolan i Stockholm, Institutionen för Marknadsföring och strategi, 2014. http://urn.kb.se/resolve?urn=urn:nbn:se:hhs:diva-2300.

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Research comparing public-private services outsourcing applying a longitudinal approach including the production/delivery processes (life after purchase) in services sourcing contexts is scarce. In addition, prior studies on service sourcing tend be under conceptualized. To address the above this licentiate thesis presents the results of a comparative and grounded theory inspired case study of two major Swedish FM services outsourcing projects, a public and a private case of operational partnering. Client-provider interaction processes on management level have been followed regularly over time utilizing participant observation as a core element combined with interviews and documentary studies. Observed variations in relational orientation over time, are problematized and discussed. A substantive theory – Business streamlining - of Facility Management outsourcing processes, including the seldom-researched life after purchase processes, is outlined and contextualized. It is argued that existing relational classifications, such as operational partnering, do not capture the life after purchase dynamics of the studied relationships. Business streamlining rests on four main categories, which have major influence on how Facility Management relationships evolve over time.

Lic.-avh. Stockholm : Handelshögskolan, 2014

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Stapelberg, Colette. „Contact personnel versus the organisation : antecedents impacting relationship quality in the business-to-business context“. Diss., University of Pretoria, 2012. http://hdl.handle.net/2263/22836.

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The value of the organisation’s credibility, reputation and interaction with customers equates to its relationship capital. Relationship capital defines the aptitude of an organisation to establish relationships in order to share information, knowledge, ideas, opportunities, contacts and referrals. However, the organisations as well as its personnel play a critical role in relational exchange and the quality of the relationship that is built with the customer. A strong positive relationship links relationship quality to suppliers, contact personnel and buyer’s loyalty by focussing on both the organisation and the individual commitments in a B2B relationship. The study seeks to determine the importance of organisational commitment and individual commitment in improving relationship quality within the Life Science industry. This is achieved by focusing on the individual antecedents that form individual commitment, consisting of antecedents such as communication, similarity, interaction frequency and the seller’s expertise. Similarly, it determines the buyer’s commitment to the organisation which consists of antecedents such as dependence on seller, relationship age and relationship benefits.The findings offer important insight of relationships between buyers and sellers in the B2B markets. The results indicate that relationship quality can be increased by simultaneously focussing on individual and organisational antecedents. The individual antecedents that significantly influence relationships in the Life Science industry are the seller’s expertise followed by interaction frequency. Similarly, the organisational antecedents are the relationship age followed by relationship benefits. Overall, the age of the relationship followed by seller’s expertise, interaction frequency and relationship benefits are the most effective relationship-building strategies across all elements of a relationship within this particular industry.This research provides both an academic contribution to the relationship marketing field as well as a practical implication for managers and executives within organisations. The main contribution for academic purposes involves both confirmation and distinctions from hypothesised relationships. The dissimilarities found in this study speak to the importance of the industry setting in which these relationships exits. Furthermore, this study suggests the integration of two bodies of literature: individual and organisational commitment. This research is of specific value to managers who are responsible for increasing relationship capital within their organisations. Simultaneous focus on these antecedents will allow managers to improve their relationship quality with the customer which would assist in retaining the customer on a long-term basis.
Dissertation (MBA)--University of Pretoria, 2012.
Gordon Institute of Business Science (GIBS)
unrestricted

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Jarrett, Loran. „Social Media Deployment in a Business to Business Environment: Theory and Practice“. Scholar Commons, 2018. https://scholarcommons.usf.edu/etd/7527.

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Social media is increasingly being used by business-to-business (B2B) firms to engage with their customers as they seek to maintain and grow their relationship with their customers. In my dissertation, I examine what communication objectives B2B firms seek to achieve via social media at different stages of the relationship cycle (exploration, expansion, maturity). I then use a panel of social media experts to evaluate the social media efforts of these firms to determine how well these firms achieve their social media objectives. I then contrast how the social media communication objectives of these firms at different stages of the relationship line up with what academic literature suggests as being the most appropriate at the given stage of the relationship and thus highlight the gaps between theory and practice.

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Tontoh, Anthony, und Yaw Opoku Gyamfi. „MAINTAINING CUSTOMER RELATIONSHIP IN BUSINESS-TO-BUSINESS MARKETING“. Thesis, Jönköping University, JIBS, Business Administration, 2006. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-463.

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The relationship between organizations and their customers is a critical issue when establishing a long-term relationship. It is difficult for organizations to really manage and main-tain the relationship with their customers as some organizations fail to build up relationships.

The process of learning and adapting to other customers is costly and time intensive. This is an issue that needs to be taken into consideration. Another aspect that needs to be looked at is the way organizations can set up a plan to build a competitive advantage. With this, most organizations do tend to loose their customers due to the inability to use their resources well and also managing them effectively.

This paper examines the relationship between the supplier and the customer and the possibilities of managing and maintaining the customer relationship.

Qualitative analysis is used in this paper since it is the appropriate method to meet our purpose. There were two companies interviewed from the logistic industry and mechanical industry.

Finally, our result in this paper indicates that in order to maintain customers, it is vital for organizations to meet their needs. As a result, satisfaction and loyalty is the ultimate goal for organization to maintain their customers. This is the way of avoiding key and non-key customers from leaving and also strengthening the relationship.

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Malm, Jimmie, und Enrique Guy. „The impact of simulations on Business Relationships : How the utilization of simulations affects the nature of a business relationship“. Thesis, Mälardalen University, School of Sustainable Development of Society and Technology, 2008. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-771.

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Decision making with the help of graphs has been applied for a long time. Previous to the introduction of computerized solutions, graphs and complementary pictures were hand drawn. With the introduction of computers came the colored and dynamic “animations” called simulations which are used today. The focal company of this study, Ångpanneföreningen AB, has during an extensive period of time constructed simulations of complex systems which they have used in order to satisfy specific needs of their customers in different areas. Depending on the complexity of the product and the needs it is ought to fulfill, the exchange of it will have a direct impact on the interactions carried out between the buying and selling parties in various ways. A question that this thesis looked to answer was how the utilization of simulations affects Ångpanneföreningen AB’s relationship with its customers. The purpose of this study is to describe how the use of a simulation program may affect the relation between two parties in a business relationship. A case study approach based on focused and semi-structural interviews has been used for this study.The effects of the use of simulations on a business relationship, in terms of benefits perceived, depend on the purpose set for the software. This meaning that it depends on whether the results and benefits are of such kind that they are possible to measure. However, if measurable, then the awareness of perceived benefits contributes to a stronger relationship since trust is likely to follow from met expectations. The simulation software offered by ÅF has the characteristics of both a product and a service with a highly technological nature. When dealing with simulations holding such attributes, a high level of exchanges is likely to be involved. Furthermore, interdependencies between two parties in a business relationship tend to develop as both the exchanges due to, and the complexities of, the simulation are of a high level, meaning that exchanges are needed in both directions.

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Tenner, Ulrike. „Business Relationship Dissolution : The impact of relationship properties“. Thesis, Mittuniversitetet, Institutionen för samhällsvetenskap, 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:miun:diva-13164.

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The Bachelor Thesis focuses on the research of the dissolution process. Recent literature claims that up today there is a theoretical gap in this field. So far models of reasons, stages, actors and communication strategies are evolved and here explained. The empirical investigation of the Bachelor Thesis focuses on two research questions – the investigation of the dissolution process in Eastern Germany as well as the investigation of the impact of relationship properties on the dissolution process. CEOs of SME in Eastern Germany were interviewed about their experience with dissolutions. The findings of the study match the theory only partially. The reality of the dissolution process is through the theory well-explained, while the second research question of this thesis is more difficult to answer. The relationship properties and their impact on the process are still very fuzzy and only vague assumptions can be made within this study. Besides the outcome of the investigation further new variables appeared to be influencing the dissolution process. For instance the industry and its properties are an important influencing factor for the dissolution process and the theory of Porter's five forces seem to be crucial.

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Stafford, Michael, Emelie Domeij und Patrick McGonagle. „Business Relationship Management : An In-depth study into the Business Relationships of the Construction Industry“. Thesis, Internationella Handelshögskolan, Högskolan i Jönköping, IHH, Företagsekonomi, 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-16007.

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This paper is an in-depth study of business relationships in the Swedish construction industry and how e-commerce applications have affected the matter. E-commerce applications are being used by all types of industries, while the construction industry lags behind and is currently in the process of implementing such type of systems. Primary data was obtained through four in-depth interviews, three of which were conducted with leading Swedish construction companies, and one with a large supplier to the industry. The data obtained was analyzed using a series of academic tools such as currnet peer reviewed articles and models covering the topics of business relationships as well as e-commerce applications. Most importantly, the research revealed that communication on levels that affect business relationships has not decreased substantially wit hthe implementation of e-commerce applications. Secondly, an important aspect and prerequisite for a business relationship is the price of goods traded and geographic positioning. This may be an industry specific finding, due to both factors' high impact on total cost. Accordingly, the paper provides a model using the obtained data, as the current academic literature weighs aspects which suppoert the forming of business relationships differently.

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Himanka, L. (Laura). „Relationship building in cross-cultural business-to-business context“. Bachelor's thesis, University of Oulu, 2017. http://urn.fi/URN:NBN:fi:oulu-201705312240.

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During the past decades, international trade of goods and services has been growing fast. In the globalizing market, understanding cultural differences is essential. When building customer relationships across national borders, the possibility of cultural conflicts and misunderstandings is substantial and many factors must be taken into consideration. In business-to-business market the importance of individual customers is emphasized. High customer loyalty can improve a company’s performance significantly by increasing revenue and reducing customer acquisition costs. Therefore, the importance of relationship quality cannot be questioned. This thesis is a literature review that seeks to find the key elements of cross-cultural relationship strength by first studying the elements of relationship quality and then combining these findings to the cross-cultural context.

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Zhao, Yue. „Individual Business Initiation Process and Business Dynamics“. Thesis, Uppsala universitet, Företagsekonomiska institutionen, 2012. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-183287.

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Many relationship-based studies focus on how businesses are maintained and developed. However, little attention focused on individuals as business initiators and the consequent processes. This study will bridge this gap. A theoretical model with two cases will answer two questions -How individuals initiate business through personal network? -What is the consequent process? The studies demonstrate that individual do play a very important role when initiating a new business and they set in motion relationship-building processes that change the network structure. The contribution for research and management is clear. The netentrepruer is a new ‘actor’ and can be useful in future studies of business networks. Management can usefully become conscious of the possibilities they have in studying their network contacts before initiating new businesses. Managers should utilize managing individual’s networks as new competition strategies. This will modify the view of management strategy and also contribute to theory building.

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Alnsour, Muhammed S. „Modelling Relationship Quality in a Business-to-Business Marketing Context: The Jordanian Banks and their Online SME Customers“. Thesis, University of Bradford, 2009. http://hdl.handle.net/10454/4883.

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This study provides an understanding on how Relationship Quality is conceptualised in business-to-business marketing relationships. It investigates the relationships of Jordanian Banks with their small and medium sized enterprise (SMEs) customers in terms of Commitment, Satisfaction, Trust, Communication, Transparency, Understanding, and Cooperation. It examines the antecedents and outcomes of the quality of corporate customer relationships by developing a conceptual model which empirically tests this relationship. This research builds and validates a research model based on the literature survey and uses a mixed methods approach. Qualitative data were gathered through in-depth interviews to achieve the goal of refining the initial research model. The second stage is a quantitative empirical study that uses a questionnaire and tests the empirical model generated in the first stage. This integration of methods provides a more complete view of this emerging area of marketing theory. Using Structural Equation Modelling; research findings support the use of a secondorder relationship quality construct consisting of Trust, Commitment, and Satisfaction as a direct outcome of a relationship and is named 'Attitudinal Loyalty'. Antecedents including; Transparency, Communication, Understanding and Cooperation were found to have a positive impact on relational outcome in a business-to-business context in Jordan. The importance of Transparency emerged as one of the most significant determinants of Relationship Quality, which is considered to be a new finding and not common among previous studies. Communication appears to make the biggest contribution overall and have direct and indirect relationships with other variables. It is therefore a major source of success in a business relationship. This research has several implications for the theory and practice. An important issue is the affects on change management. It requires the establishment of business communications to strengthen existing relationships and to form new ones. This implies developing an interactive approach with other parties. This study gives the banking industry an insight for developing their marketing strategy. It also provides a tool to assess the portfolio of relationships, which helps in targeting specific customers. Furthermore, Transparency in the flow of information imposes cultural change. Studying the Jordanian market can help to provide an insight into an emerging economy. Several qualitative findings showed that the relationship between banks and their small and medium enterprises is interesting. All this enriches and adds to the originality of this work and contributes to existing theory by investigating how relationships between partners can be enhanced.

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Vieira, Armando Luis. „An interpersonal approach to modelling business-to-business relationship quality“. Thesis, University of Nottingham, 2008. http://eprints.nottingham.ac.uk/10527/.

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In the last two decades, we have been watching a dramatic change in the nature of buyer-seller relationships. Relationship quality (RQ) is nowadays seen as the source of superior performance and competitive advantage, rather than service quality and/or customer satisfaction. As firms move towards closer, more collaborative relationships, the role of relationship managers as marketers is increasingly vital to organisational success. Despite the crucial role that relationship managers play in building business-to-business (B2B) RQ, very little research has looked at the key constructs of inter-organisational RQ from an interpersonal approach. Using both qualitative and quantitative approaches, this study aims at contributing to a better understanding of the nature, determinants, and dimensions of RQ. Particular attention is paid to developing and testing a B2B RQ model from an interpersonal perspective. In response to a gap identified in the literature, which draws primarily on buyer only perspectives, the exploratory, qualitative phase of this study was conducted from a dyadic perspective, thereby providing a stronger conceptualisation of RQ and its determinants and dimensions. A combination of literature with a series of semi-structured interviews with representatives of hotels operating in Portugal and their corporate clients helped inform the development of a RQ model which was subsequently tested through structural equations modelling. For the main survey, the unit of analysis was the relationship of the dyad, as perceived by the client, and 948 client representatives provided their perceptions of their relationship with their counterparts in hotels, yielding a 40.7 percent response rate. Goodness-of-fit estimates provided strong support for the model. All but one of the suggested research hypotheses were supported and the amount of explained variance by the proposed determinants was acceptable. Three alternative models were analysed and rejected in favour of the proposed model. Findings highlighted the importance of social bonds, which seem to promote contractual bonds and have a positive impact on perceived RQ, likelihood of recommendation and expectation of future contact. If social bonds are able to encourage repeat business and loyalty, then they may influence overall profitability. This research also expanded the empirical research on RQ by submitting its key constructs to a rigorous, quantitative test, this way contributing to narrow another gap in the literature, which refers to the existence of some consensus on building blocks of RQ such as commitment, satisfaction and trust, but not on their connections in the model. In addition, results emphasised customer orientation as a building block of RQ. This, in turn, draws the attention to the importance of including in the design of firms' strategies the careful selection, training, and motivation of (designated) relationship managers, the 'face' of the organisation, in order to maximise the performance of organisations in building B2B RQ. By focusing on relational drivers, this study responds to the lack of research on the interactive characteristic of RQ, i.e. buyer-seller interactions primarily in a person-to-person communication, and suggests theoretical and managerial guidelines regarding the social level in the governance of business relationships.

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Wilson, Steven L. „Antecedents to business succession planning in small relationship-dependent service businesses“. Thesis, Oklahoma State University, 2016. http://pqdtopen.proquest.com/#viewpdf?dispub=10142120.

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As the baby boom generation approaches and enters traditional retirement ages, the owners of small professional service firms are being inundated with advice concerning how to implement a business succession plan. While much of the advice may be valuable and sound, a significant portion of this advice appears to be derived from a one-size-fits-all approach that ignores, or fails to address, the needs, desires, and personal characteristics of the business owner. Small business succession planning advice often involves growing the business into a self-perpetuating organism. However, many small business owners may not want to do what is necessary to manage a business for optimum succession planning. The researcher used a quantitative research methodology to identify antecedents to business succession planning in small, relationship-dependent service businesses. The research combines concepts from the Theory of Planned Behavior and from the family business succession planning literature to identify potential owner characteristic and situational antecedents to business succession planning. The study focused on a sample population of owners of small financial-services businesses affiliated with one broker-dealer. Most of the sample population offers tax and accounting services in addition to their financial services. The population is in the business of planning for their customers but to a large extent neglect or choose not to plan for their own ultimate exit from the business. While business owners face many choices and obstacles in preparing their firms for their eventual exit, this study indicates that the decision to pursue business succession planning by the owners of small, relationship-dependent service businesses is overwhelmingly driven by the business owners’ perception of the availability of a qualified successor. Thus the decision to pursue business succession planning by this sample population is more likely to be a reaction to circumstances than a proactive choice driving the owners’ business decisions.

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Dalela, Vivek. „A study of relationship repair in a business-to-business context“. Thesis, [Tuscaloosa, Ala. : University of Alabama Libraries], 2009. http://purl.lib.ua.edu/45.

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Zaefarian, Ghasem. „Understanding the interplay between business relationships and business strategy using configuration theory“. Thesis, University of Manchester, 2011. https://www.research.manchester.ac.uk/portal/en/theses/understanding-the-interplay-between-business-relationships-and-business-strategy-using-configuration-theory(538f4f78-018a-4b83-bd21-ccd9cacdd4f7).html.

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This study applies a configuration theoretic approach to understand the interplay between business strategy and relationship strategy. It is hypothesised that business relationships make their greatest contributions to both relationship performance and firm performance when the structure of a relationship is accurately aligned with the business strategy (i.e. configuration model 1) and the relationship strategy (i.e. configuration model 2) of a focal firm. The hypotheses are tested using four seemingly complementary approaches to fit consisting of profile deviation, moderation, mediation, and covariation. This study adopts both qualitative interviews and a quantitative survey to address the research questions. First, a total of 30 interviews with CEOs and other senior marketing managers in the UK and the USA were conducted to develop a new typology for relationship strategies (termed resource acquisition strategies). The five resource acquisition strategies consist of Money Bonds, New Market Bonds, Utilisation Bonds, Intellectual Bonds, and Credibility Bonds. A further quantitative pretest, with 311 full time MBA and international executive MBA students at Manchester Business School, supported the validity and reliability of this typology. To examine the two configuration models, a sample of 658 usable responses from the US service industries was collected through a web-based survey. In the first configuration model, the results of a profile deviation analysis confirmed the existence of an ideal relational configuration for each business strategy so that the degree of adherence to this ideal profile is significantly and positively related to performance variables. Several robustness tests gave further confidence to these findings. In addition, while the two neo-classical approaches to fit, profile deviation and covariation, were strongly supported, the results only loosely supported the operationalisation of fit from the two classical approaches, fit as moderation and mediation. In the second configuration model, the results of the profile deviation analyses indicated that strategic coalignment between the business relationship characteristics and the relationship strategy is a desirable property for performance enhancement. Several robustness tests supported this finding. Moreover, the results of examining the interplay between business strategy and relationship strategy, and linking it to performance, rejected the association between the two strategy types, implying that there are several alternative, equally effective, routes to success in building relationships. This study adds to the body of knowledge via providing sufficient evidence for the appropriateness of using configuration theory in the study of relationship marketing based phenomena, thus widening the scope of this theory. It also sheds new light on our understanding of relationship strategies which is further development of the resource-based view and Industrial Marketing and Purchasing approach. It contributes to the extant literature by investigating the degree and patterns of coalignment between relationship structure and both business strategy and relationship strategy. Moreover, juxtaposing alternative forms of fit added new insight into the fit methodology literature. From a managerial perspective, this study provides specific guidelines to help managers design their relationships in ways that are aligned with their strategic intent. It also suggests that marketing managers can usefully draw on configuration theory and profile deviation approach to optimise their benchmarking decisions.

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Sjögren, Rasmus, und Rômulo Viana. „Triadic relationships : - A case study on relationship initiation in triadic settings“. Thesis, Uppsala universitet, Företagsekonomiska institutionen, 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-388958.

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This study addresses the rationale of using partners in relationship initiation with potential buyers and how relationship initiation takes place in triadic settings. As the authors have identified relationship initiation as an under-researched area, further research in this field is needed in order to enhance knowledge regarding the use of partners in the relationship initiation with potential buyers. Based on a case study, the authors investigate a company, their partners and potential buyers during the relationship initiation process. The data was collected through semi-structured interviews, observations and analysis of documents. A model was developed based on existing literature in order to allow the authors to analyse the data. The analysis provides an overview of how and why companies use partners to initiate relationships with buyers and how relationship initiation occurs in triadic settings. A new conceptual model was developed suggesting that any actor within this triadic setting can trigger the relationship initiation and that this process shouldn’t necessarily be regarded as sequential. This study also shows that the degree of brand awareness that a company possess can influence their relationship initiation processes.

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Pokorska, Joanna. „Relationship fading in business-to-consumer context“. Thesis, Aston University, 2016. http://publications.aston.ac.uk/28879/.

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The objective of this thesis is to develop a better understanding of the relationship fading phenomenon in business-to-consumer context. Fading relates to a gradual decline in consumer’s willingness to continue a relationship with a company. Therefore, understanding the fading process may help to elucidate the ‘unexplained’ relationship dissolution and customer defection. Led by an assumption that a relationship between a consumer and a brand is like the one between individuals, the thesis proposes that the trajectory of relationship fading reflects the disaffection processes similar to the ones suggested in marital and romantic relationships between individuals. The approach taken to answering this research question is a multi-study approach. This type of approach allows addressing each individual research question independently, using the most appropriate research methods. As a result, the thesis comprises three adjacent studies. All three studies are linked and together contribute to a better understanding of the relationship fading process, which is the main topic of the thesis. Based on the results from the first study, a set of boundary conditions of relationship fading is identified. The results of the second study suggest that predictors of relationship fading stage can be uncovered. Thirdly, different restoration techniques are explored, aiming to describe their effectiveness in various relationship fading stages. Individual objectives of the three studies are accomplished. All three studies contribute to achieving the overall objective of the thesis, namely to developing a better understanding of the phenomenon of relationship fading.

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Huang, Yuelu. „Intercultural competence and international business relationship development“. Thesis, Staffordshire University, 2006. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.431503.

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Zhao, Fan, Yu Deng und Xuan Qin. „Relationship and Network in Online B2B Business“. Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-54209.

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Nowadays a new businesses form, online business occurred, which helps companies to improve their working efficiency in managing risks and allocating resources. Relationship and network are essential for understanding online business, which can help firms to reduce costs by outsourcing, and to increase efficiency by sharing information with cooperators. That leads to the purpose of this study, is to investigate how do the relationship and network between firms influence the cooperation of product developing and server operating companies within online business. In order to study this topic, the concepts from IMP group of characteristics of relationship, relationship development stages and the model of managing in networks are applied. Furthermore qualitative research method was employed for interviewing five companies in two types: 1) product developing companies 2) server operating companies. The relationship and network are perceived by interviewed companies are dynamic, fast changing and high technology focused. To cope with this phenomenon, most of companies choose to put their efforts on developing products and advancing technology rather than communicating with partners. In conclusion, the cooperation between firms in online business is influenced by fast changing and short-term relationships, high competition and the risk of plagiarism, which leads to competition focus in their business.

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Amenduni, Gresele Valentina <1993&gt. „Innovation and internalization: a synergistic business relationship“. Master's Degree Thesis, Università Ca' Foscari Venezia, 2019. http://hdl.handle.net/10579/15404.

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Innovation and Internationalization are key factors in the economic and competitive success of enterprises. On the one hand, the internationalization process is favored by innovation; on the other, the innovation process appears to be stimulated by entry into new markets. The theoretical framework is particularly articulated also because various studies highlight the existence of complex relationships between the two phenomena. My research, through both theoretical in-depth analysis and real empirical case studies, wants to study the two strategies separately before, in order to examine each specific aspect, and then to study the correlation between them and answer to the main questions: what kind of relationship exists between innovation and internationalization?

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Mohamad, Zaki Nur Amalina. „The Role of Social Media in Business-to-business (B2B) Relationship Marketing“. Thesis, Griffith University, 2017. http://hdl.handle.net/10072/367619.

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Traditionally, consumers used social media –—such as blogs, social networking sites, and video sharing sites–—to share their experiences of a product or service. Increasingly, however, consumers are utilising these platforms to not only interact with consumers, but to better engage with companies. This represents the social media phenomenon, which can now significantly impact a company’s strategy, sales, and even survival. Yet, many companies ignore or abstain from using this form of media largely due to a lack of understanding what social media entails and what benefits it can provide to both consumers and business in general. This research aims to provide a better understanding of the utilisation of social media within a business context. Prior research over the last decade has tended to heavily invest in understanding social media from a business-to-consumer (B2C) perspective, largely overlooking the question of how businesses can best utilise social media to market (and interact) with other businesses (B2B). Although a few studies have touted the importance of improving our understanding the role of social media in the B2B environment (particularly in the context of relationship development) (e.g. Kaplan & Haenlein, 2010), to date, there has been a lack of empirical academic research investigating the role and value of social media in relationship marketing within a B2B perspective. This study aims to address the evident research gap through exploring the role of social media in B2B relationship marketing.
Thesis (PhD Doctorate)
Doctor of Philosophy (PhD)
Griffith Business School
Griffith Business School
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Cunha, Namércio Pereira da. „Facilitators and inhibitors of the relationship quality in a dyadic business-to-business relationship: the wine sector in Portugal“. Doctoral thesis, Universidade de Aveiro, 2016. http://hdl.handle.net/10773/16802.

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Doutoramento em Marketing e Estratégia
The globalised market in which the companies operate requires that the business strategies go beyond the quality offered in the products. Therefore, the quality of the relationships with the strategic partners must also be taken in to account. The main objective of this thesis is to identify the facilitating or inhibiting key constructs that describe the Relationship Quality (RQ) in a dyadic perspective of a business-to-business relationship. In this vein, the following questions arise: (i) What are the core constructs used to conceptualize RQ?; (ii) What other constructs are employed? (iii) In the context of the wine sector, is it possible to consider the same constructs or does it have context specificities?; (iv) Are there different perspectives with regards to the quality of a relationship between business partners? (v) What are the facilitating and inhibiting factors that describe RQ in a business-to-business dyadic relationship? In order to address these issues, the current thesis gave rise to (i) a systematic literature review that describes and analyses how the RQ has been measured, operationalised, and with which dimensions; (ii) a characterisation of the wine sector based on secondary data from several official entities related to the wine sector; (iii) an in-depth interview process for two studies taking into consideration the criteria of an exploratory study and a qualitative approach. These studies generated several outcomes. On a theoretical level they include: i) a proposal of an aggregating definition of RQ based on the different perspectives found in the systematic literature review; ii) a conceptual new framework in which the antecedents, core constructs and outcomes of RQ are identified. On an empirical level, we want to point out: i) the identification of new RQ constructs; ii) the classification of the constructs as inhibitors or facilitators of RQ; iii) a new framework able to identify the interrelationship of Core constructs of RQ; iv) the proposal of a scale to measure core dimensions of RQ which can be validated and refined in future research. This thesis also offers practical suggestions for those who want to deepen their knowledge in this research field, because the results determine relational strategies that influence the RQ with key business partners and present new avenues to be explored in future research.
A globalização do mercado, no qual as empresas operam, requer que as estratégias de negócio vão para além da qualidade oferecida nos produtos, e, por isso, é também importante a qualidade das relações com os parceiros estratégicos. O objetivo principal desta tese é identificar os principais constructos que caracterizam a qualidade da relação (RQ), como facilitadores ou inibidores, isto numa perspetiva diádica de uma relação business-to-business. Para tal, surgiram as seguintes questões de pesquisa: i) Quais são os constructos fundamentais para definir o conceito de RQ?; ii) Que outros constructos são aplicados?; iii) No contexto do sector do vinho é possível considerar os mesmos constructos ou variam consoante os contextos?; iv) Entre parceiros de negócio, existem diferentes perspetivas sobre a RQ? De forma a procurar resposta a estas questões, nesta tese desenvolveu-se: i) Uma análise sistemática da revisão da literatura que descreve e analisa como é que a RQ tem sido avaliada, operacionalizada e quais as dimensões empregues; ii) Uma caracterização do sector do vinho, suportada por fontes secundárias provenientes de diferentes entidades oficiais, relacionadas com o sector do vinho; iii) A utilização de entrevistas em profundidade em dois estudos empíricos, tendo em consideração os critérios de um estudo exploratório e uma abordagem qualitativa. Estes estudos contribuíram com vários resultados. Ao nível teórico destacamos: i) a proposta de uma definição sobre a RQ, capaz de agregar as diferentes perspetivas encontradas na literatura; ii) a apresentação de um novo framework no qual se identificam os constructos que atuam como antecedentes, constructos centrais e consequentes. Ao nível empírico queremos salientar: i) a identificação de novos constructos influenciadores da RQ; ii) a classificação dos constructos como inibidores ou facilitadores da RQ; iii) a apresentação de um novo framework capaz de identificar a inter-relação dos constructos centrais da RQ; iv) a proposta duma escala para medir as dimensões centrais do RQ, a qual pode ser validada e refinada em investigação futura. Esta tese proporciona também sugestões ao nível das práticas de gestão, para aqueles que queiram ter um conhecimento mais aprofundado nesta área de investigação. Isto porque, os resultados apontam para a importância das estratégias relacionais, como influenciadoras da RQ com importantes parceiros de negócio, e indicam novas áreas de investigação a serem exploradas em futuros trabalhos de pesquisa.

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Constable, Stephen J. „Relationship quality and relationship value as key drivers of relationship satisfaction and long-term orientation in buyer-seller relationships : the case of the UK electrical and electronics industries“. Thesis, Kingston University, 2009. http://eprints.kingston.ac.uk/20873/.

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This study focuses on two aspects of business-to-business relationships, relationshop quality and relationship value. Crosby et al. (1990) suggest that the quality of the relationship determines the probability of continued exchange between buyer and seller. Following Crosby et al.'s (1990) ground-breaking relationship quality study some important dimensional issue remain. The dominant conceptualisation of relationship quality defines it as a higher-order construct consisting of either outcome or process dimensions. The outcome dimensions of relationship qualoty have been examined extensively in the literature, whilst the process dimensions have received limited attention. The literature indentifies the need for a better understanding of how relationship quality is developed in business-to-business exchange. Therefore a vital first step for the current study is the development of a process conceptualisation of relationship quality. For the past three decades, the customer value literature has focused on the value a customer receives from the exchange of products and services. However, over the past decade researchers have begun to examine the value a customer derives from the exchange relationship itself. These studies of relationship value have focused on the tangible aspects of value such as the economic and functional benefits of a supplier relationship. The current study examines not only the tangible benefits of a supplier relationship but also the relationship's intangible benefits such as the social, emotional and knowledge benefits. Adopting a process approach to the quality of relationship between buyer and seller, the current study conceptualises Relationship Quality (RQ) as a higher-order structure consisting of a behavioural RQ and a cognitive RQ dimension. Relationship value is also conceptualised as a high-order construct consisting of a relationship benefit and a relationship sacrifice dimensions. From these conceptualisations a research and two competing models are developed and the interrelationship between constructs relationship quality, relationship value, relationship satisfaction and long-term orientation is tested. Data were collected by means of self-completion questionnaires among buyers in the UK electrical and electronic industries and analysis was conducted using the structural equation modelling techique PLS. The findings suggest that relationship quality is a determinate of relationship value and both have a direct and indirect effect on relationship satisfaction and long-term orientation. Through the improved conceptualisations of relationship quality and relationship value and the development and testing of theoretically grounded research and competing models, the current study provides and original contribution to scholarly literature. In addition, a contribution has been made to business practice, through the advancement of normative managerial guidelines to aid decision-making when managing long-term customer relationships.

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Panda, Swati. „Attracting the Right Partner: Signaling in Business-to-Business Relationships“. Thesis, University of North Texas, 2020. https://digital.library.unt.edu/ark:/67531/metadc1707248/.

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In the pre-relationship exploration stage of a business-to-business (B2B) relationship, firms find it difficult to evaluate other parties because of the prevalence of information asymmetry. Firms must make informed decisions, otherwise, they end up in a contentious long-term relationship, which adversely affects the performance of both sides. While majority research on B2B relationships is focused in the post-relationship phase, very little has been done to identify strategies that firms can adopt to signal their firm characteristics in the pre-relationship phase. This is important, as such signals can help firms make informed purchase decisions by cutting through the information asymmetry. Also, sending the right signals can help firms extract a price premium from their prospective partners, contributing positively to their bottom line. Therefore, this dissertation consists of three essays with the objective to (i) identify positioning strategies that sellers can use to signal firm characteristics and test which elements of firm characteristics enable them to extract a price premium (ii) identify branding strategies that sellers can use to signal firm characteristics and test which elements of firm characteristics enable them to extract a price premium (iii) investigate signals that affect firm performance.

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Henningsson, Emma, und Emma Ruden. „How to find an international business partner?“ Thesis, Jönköping University, JIBS, EMM (Entrepreneurship, Marketing, Management), 2007. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-909.

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Introduction: Already in the 1970’s, internationalisation was noted as a striking trend in business. Since then, the speed of internationalisation has increased as infrastructure, communication, and IT have decreased space and time barriers for international trade. Today, companies must engage in international activities to survive in the competitive environment and researchers argue that firms’ international performance is determined by their ability to establish relationships.

Problem: In order to facilitate the search for business actors globally, Chamber Trade Business to Business AB offers a database in which companies can post business inquiries. Lately, the number of inquiries published in the database has decreased. Therefore, the question arose what other tools companies use instead when searching for business partners. This empirically driven problem is also matched by a theoretical need for more research about how firms establish international relationships.

Purpose: The purpose of this thesis is to analyse how small Swedish B2B companies find downstream international partners.

Theoretical framework: In order to create a frame of reference for guidance in the collection and analysis of the empirical data, theory has been divided into three sections; Internationalisation theory, Business to Business relationships theory, and Means for international interaction.

Method: To fulfil the purpose of the thesis, a qualitative study with an inductive approach was undertaken. Secondary data in terms of literature and academic articles were scanned to create a theoretical framework and to facilitate the collection of primary data. Primary data was gathered from ten small Swedish firms in order to find out how their downstream international business relationships had been initiated.

Conclusion: Our thesis concludes that many Swedish sellers start out their internationalisation to countries with close distance by responding to unsolicited orders from foreign customers. Over time, their proactiveness increases and they primary use the following channels in order to find international partners: networks, trade fairs, trade- and industry organisations, and the Internet. Databases have several defaults for being a useful search tool, mainly their lack of precise search criteria and personal interaction. Further, when companies offer a high quality product, a reputation is created about the company. Consequently, foreign customers pull the company into new countries and the need for external search tools is low.

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Bryngemark, Adam, und Sebastian Baard. „”En vecka fick jag fler ölleveranser än virkesleveranser.” : Hur B2B-kunder hanterar och navigerar i B2B-relationer“. Thesis, Linnéuniversitetet, Institutionen för organisation och entreprenörskap (OE), 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-66055.

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Bakgrund: Vikten av mer bundna business-to-business-relationer från leverantörsidan är vida erkänd. Det är dock inte självklart att kunden i en B2B-relation strävar efter samma mål som leverantören i detta anseende. Kunden påverkas av faktorer i mer bundna och mer obundna relationer och måste förhålla sig till dessa samtidigt som de navigerar i sina leverantörsrelationer för att försöka åtnjuta fördelarna med både lång- och kortsiktighet. Syfte: Att förstå hur B2B-kunder hanterar och navigerar i B2B-relationer för att åtnjuta fördelar med både mer bundna och mer obundna B2B-relationer. Metod: Studien har använt en kvalitativ ansats och en deduktiv metod där en teoribas lagts fram. Sedan har tre ostrukturerade intervjuer genomförts med personer som på företag ansvarar för, hanterar eller beslutar om företagets leverantörsrelationer. Slutsats: Studien visar bland annat att: (1) Kunder kan erhålla mer frihet genom att vara mer bundna med sina leverantörer. (2) Kunder har flera relationer med samma leverantör där det inte är möjligt att uppnå bundna och obundna fördelar med enbart en relation till leverantören. (3) Kunder inte eftersträvar fullständig organisatorisk bundenhet eller obundenhet utan att istället åtnjuta fördelarna med att positionera sig däremellan. Kunder önskar ramarna av en mer bunden relation och samtidigt vara i stånd att inom dessa ramar röra sig mer fritt, likt en mer obunden relation; en slags gyllene medelväg.

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Myhr, Hampus, und Dueñas Alejandro Pérez. „Marketing in start-ups : A case study of business relationship development“. Thesis, Uppsala universitet, Industriell teknik, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-446586.

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Business relationships are crucial for succeeding in the market for companies. Therefore, start-ups must focus on establishing business relationships early on, since these naturally do not exist for new players. The purpose of this thesis is to understand how start-ups work in order to establish business relationships. This will be analysed through six key elements from literature that are necessary for start-ups to consider in relationship marketing for surviving in the market, namely trust, commitment, communication, mutual benefits, long-term perspective, and customer service. The thesis uses a case study design, focused on a start-up in the sustainable materials industry, hereafter named “The Case Company”. Semi-structured deep interviews were conducted with representatives at the company. Results show that The Case Company does actions that can fit into all of the six elements to some degree. One extra finding was identified which is prioritization. While the importance of communication was stressed by all interviewees, a lack of strategy in the medium of communication was evident. We argue that this could be due to prioritization. Moreover, a lack of customer service strategy was the other consequence of having to prioritize other areas of the business as our findings suggests. Further research could validate these findings.

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Kilpatrick, Brett Alan. „The role relationship benefits have on brand equity in the business to business, services environment“. Diss., University of Pretoria, 2012. http://hdl.handle.net/2263/30612.

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A review of the literature reveals that companies‟ brands and their management have dominated the marketing of goods and services to consumers but the idea of measuring brand equity has been slow to take hold in business to business (B2B) marketing. On-going relationships between businesses and their industrial customers are receiving renewed interest in marketing and the building of strong customer relationships has been suggested as means of gaining a competitive advantage particularly for service businesses. The importance of benefits recieved through relationships indicates that customer value is not linked to the the product or service received, but is also derived from the benefits recieved from relationships with the organisation. The study seeks to determine the importance relationships have on the brand equity of organisations that operate in a B2B services environment. This is achieved by focusing on the drivers of brand equity in a B2B services environment, consisting of price, product quality, service quality and relationship benefits.The findings offer important insightas to the drivers of brand equity in the B2B services industry. The results indicate that the benefits a buying organisation receives from having a relationship with the organisation providing the service is significant to improving itsbrand equity . The other drivers that significantly influence the brand equity of the orgnsiations providing the service is the quality of the product or service it provides followed by the price.The research involved a two phase approach. Phase one involved face-to-face interviews with five Learning and development professionals from various industries in South Africa, namely Financial Services, Manufacturing, Telecommunications and Retail sectors. The data gathered from the interviews, together with the reviewed literature was used to develop an instrument that was used to measure the importance relationship benefits have on brand equity in the B2B services environment . One hundred and twenty one questionairres were processed. The data was subjected to inferential and multivariate statisical analysis.This research provides both an academic contribution to the relationship marketing field as well as a practical implication for marketing managers within B2B service organisations. The main contribution for academic purposes involves confirmation from hypothesised relationships. This research is of specific value to managers who are responsible for increasing brand equity within their organisations. With a more dedicated focus on improving the benefits the buying organisation receives from the organisation providing the service will allow managers to improve their brand equity.
Dissertation (MBA)--University of Pretoria, 2012.
Gordon Institute of Business Science (GIBS)
unrestricted

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Herrett, Christopher Robert. „A taxonomy of the business strategy and manufacturing strategy of U.K. companies“. Thesis, University of Sunderland, 2001. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.343610.

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Hammarström, Charlotta, und Lina Falk. „Business Networking : How Entrepreneurs in San Diego Can Make Use of Networking to Accelerate Growth in Small Businesses“. Thesis, Linköping University, Department of Management and Engineering, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-53111.

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Networking is commonly used in many business clusters such as in San Diego, California. The strongcollaborative and networking culture spurs entrepreneurial activities and is crucial forentrepreneurial success in the region. Networking is a fascinating phenomenon much discussed inliterature. Sociologists have tried to map the patterns of networks and describe its existence andfunction in society. Relationship marketing theorists have taken to the discussion from a businessperspective and explained the relationships between the individuals in the business network. Thepurpose of this research is to analyze social networking and network organizations in San Diego inorder to investigate what entrepreneurs can gain from networking which can accelerate growth insmall businesses.

The empirical study consists of a qualitative case study in San Diego. Data has been collected throughsemi-structured interviews with entrepreneurs, business service providers, investor, networkorganizations representatives, consultants and well-experienced professionals with knowledge froma variety of organizations in different industries.

The theoretical study on networks, business networking, relationship marketing andentrepreneurship has led to the construction of the Entrepreneurial Relational Capital Model. Themodel is constructed on theories embraced in the thesis and is meant to work as a tool to evaluateentrepreneurs’ relational capital; or the entrepreneurs’ network of relationships and theirconstruction. The model has been used to analyze empirical data and the results show theimportance of evaluating business relationships for the entrepreneur to become more time efficientin networking, and to find the individual with the desired expertise. The research has shown thatentrepreneurs need to establish strong relationships to key individuals in the industry of their focus.The entrepreneurs’ social networking with key individuals accelerate the start-up process becausethe high level of trust in the relationship results in valuable referrals.

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Jylhä, Emmy. „Customer Defection and Value in Business-to-Business Relationships“. Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-76387.

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In order for firms to be able to compete on the market, it is of importance for them to create value for their customers. Value is not only the outcome from providing the customer with a product of high quality, since value co-creation can occur when firms interact with their customers and create strong relationships with them. Therefore, relationship quality is of interest for any firm that want to succeed with their sales proposals. However, although firms work with value creation for their customers, there is always a risk for the defection of customers. Firms need to gain knowledge about the reasons why customers decide to switch to another supplier. The aim of this study is to investigate why Swedish firms that operate in the industrial business-to-business (B2B) sector’s customers switch to another supplier, despite the supplying firms’ efforts in working with value creation. This is a qualitative study, where in-depth interviews have been conducted with employees at two different industrial, manufacturing companies. It was found that the aspects that have been stated as valuable for customers in business relationships; product quality, delivery, service, price, communication and distance, are also reasons why customers decide to leave a cooperation. Meaning that these aspects can create value for customers, however, when it is not managed properly there is a high risk that customers will switch suppliers since the value the firm created for the customer is not enough. In addition to this, factors that can be hard for firms to control, such as distance, time differences and language can have a great impact on customer value and retention.

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Baxter, Roger, und n/a. „The dimensions of intangible value in business-to-business buyer-seller relationships: an intellectual capital model“. University of Otago. Department of Marketing, 2005. http://adt.otago.ac.nz./public/adt-NZDU20060823.162004.

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A firm�s relationships with its customers contribute to its organizational capital and represent an important part of its shareholder value, so the nature of the value in these relationships needs to be understood well and managed carefully. Marketing managers therefore require techniques that will assess relationship value comprehensively in order to manage their portfolio of customer relationships effectively and in order to argue for a sufficient share of the firm�s resources to develop these market based assets for competitive advantage. At present, there is a well-established technique for assessing customer profitability analysis which assigns revenues, expenses, assets and liabilities to customers and algebraically sums their value to reach a profitability figure for each customer. However, even in its more sophisticated forms, the primary focus of customer profitability analysis as it is currently used tends to be the management of profitability by way of the management of existing situations, and particularly of cost, rather than the management of the value that is potentially available in the future from the intangible aspects of a relationship. Without knowledge of the dimensions of intangible value in the relationship, the technique is restricted to assessing those relationship aspects that can be easily quantified in dollar terms by the modification of existing accounting information. This leaves a gap in the available toolbox for managers in assessing relationship value, because much of the value of a relationship may be in its intangible aspects, which at present can not be readily assessed other than by a manager�s experience and intuition. In order to develop techniques specifically for intangible value assessment, it is necessary to understand the dimensions of this intangible value. Development of scales to measure the dimensions of this intangible relationship value and development of an understanding of its structure is thus a useful research goal, which is supported by calls in the literature for the quantification of market-based assets and their value Elucidation of the dimensions and structure of intangible relationship value is therefore the goal of this thesis. Although there are recent reports in the literature of studies that include the intangible aspects of relationship value, most of those that have been conducted in a business-to-business context appear to be primarily concerned with investigating the drivers of value rather than its dimensions, and those that deal with the business-to-consumer context describe techniques to assess the aggregated value of many consumers, rather than an individual buyer as is required for business-to-business applications. The thesis therefore proposes a conceptual framework, synthesised from the intellectual capital literature, which provides a set of six dimensions and a structure of intangible business-to-business buyer-seller value. The six proposed dimensions are unique in that they cover the human aspects of the relationship extensively. The thesis describes the testing of the proposed conceptual framework. This was achieved primarily by the use of the structural equation modelling technique on survey data that was collected from managers in the New Zealand manufacturing industry, following qualitatively analysed interviews with managers. The tests support the framework and its value dimensions. The thesis therefore concludes that this research provides a contribution to the literature on value assessment and that future research should be conducted to validate its findings.

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Lodén, William, und Ida Nyfelt. „Från okänd till avtal : Hur tillitsbildande faktorer får affärsrelationer att inledas hos mindre företag“. Thesis, Uppsala universitet, Företagsekonomiska institutionen, 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-417002.

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Medan en stor mängd forskning på affärsrelationer mellan företag har fokuserat på relationers utveckling efter ett avtalat samarbete, så har mindre forskning fokuserat på hur företagen först inleder och kommer fram till ett avtalat samarbete. Den forskning som finns på detta område har främst fokuserat på antingen större eller nyetablerade företag, medan mindre, redan etablerade företag inte studerats i lika stor utsträckning. En utmaning i detta är att förstå hur tillit mellan företag bildas i ett inledande skede av affärsrelationen. Detta arbete studerar därför hur tillitsbildande faktorer påverkar bildandet av affärsrelationer i mindre företag. Genom intervjuer med fem verkställande direktörer har studien illustrerat hur tillitsbildande faktorer påverkar relationsbildningen hos mindre företag. Sociala band, referenser och kommunikation anses i studien som de viktigaste faktorerna för lyckade relationsbildningar. Arbetet avslutas med att diskutera praktiska tillämpningar och rekommendationer för framtida forskning.
While a large amount of research regarding business to business relationships has focused on the development of relationships after an agreement to cooperate, less research has focused on the initial stage leading up to this agreement. Further, most of the research on this topic has focused on either large companies or startups, while small, already established ventures has not been studied to a great extent. A central issue in business relationships is how trust is initially built between companies. Using a relationship stage model and interviews with five CEO: s the study examines how trust building factors affect the development of small, already established companies relationships in the initial stage. Social bonds, references and communication are regarded in the study as the most important trust building factors for successful relationship initiation. The study concludes by discussing practical implications and recommendations for future research.

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Salo, J. (Jari). „Business relationship digitalization:a case study from the steel processing industry“. Doctoral thesis, University of Oulu, 2006. http://urn.fi/urn:isbn:9514282396.

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Abstract Although research into the digitalization of business has grown in recent years, the focus has predominantly been on the impacts of digitalization on business in general, and not on the business relationship digitalization process. In this dissertation, the author addresses how digitalization affects business relationships and provides an illustration of the process of business relationships digitalization in the steel processing industry context. Drawing from the Industrial Marketing and Purchasing based business relationship literature and evolving digitalization literature the author develops a framework that includes six factors and their characteristics that describe the digitalization of business relationships. This dissertation also provides pertinent managerial insights into select business relationships to be digitalized as well as offers guidelines to digitalize chosen business relationships. The dissertation is divided into three parts. The theoretical elaboration presented in part one of the dissertation identifies and illustrates two important theoretical discussions underlying business relationship digitalization. These are the business relationships perspective and digitalization literature composed of information systems and information technology literature, electronic commerce, and electronic business discussions. Based on these, a preliminary framework is developed. In part two, the preliminary framework is applied to the selected industry, i.e. the steel processing industry. The two case studies from the steel processing industry provide the empirical material according to which the preliminary framework is compared and modified. In part three, the empirically grounded framework is depicted and the theoretical results reveal that business relationship digitalization is a complex process and that there are six factors: antecedents, accelerants, inhibitors, decision, digitalization, the outcome of event and their characteristics that influence the degree of business relationship digitalization and digitalization process. It is also noteworthy that digitalization success is dependent on many inter-organizational contingencies, such as interpersonal trust and the digitalizability of the exchange process. Additionally, the managerial results highlight the importance of systematically managing important business relationships and their digitalization. Furthermore, it is pinpointed that digitalization usually enhances existing business relationships by enabling faster and more accurate communication as well as more efficient transactions. To conclude, the dissertation provides several conceptual and managerial insights into business relationship digitalization. The author also suggests future studies around this emerging phenomenon.

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Hunsicker, Adam M. „Small Business Owners' Consumer Brand Engagement Strategies in Social Media“. ScholarWorks, 2019. https://scholarworks.waldenu.edu/dissertations/7391.

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Since 2004, the economic relevance of small to medium-sized enterprises (SMEs) in the United States has steadily declined while large-scale enterprises' contributions have increased. Large-scale enterprises have maximized opportunities to engage consumers through social media and have created competitive advantages compared to SMEs. The purpose of this multiple case study was to explore the social media consumer brand engagement strategies leaders of SMEs used to positively affect their brands' equity. Relationship marketing and customer relationship management provided the conceptual framework for the study. Data were collected through interviews with 8 craft brewery business owners in the Southeastern United States and content collected from the social media pages of each business. Data were analyzed using within-case and cross-case techniques. Themes that emerged from data analysis included the cost-benefit of social media over traditional marketing platforms, the significance of establishing and maintaining relationships, and the importance of constant and continuous contact with customers. SME leaders may benefit from the results of this study by furthering their knowledge and understanding of social media consumer engagement strategies that positively impact brand equity. Findings may provide owners of small businesses with strategies that may result in social and economic benefits including new employment opportunities, increased revenue, and economic stability in local communities.

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Shaalan, Ahmed Said Lotfy. „Guanxi-type relationships (shabakat al-alakat) and relationship marketing : new linkages in the Egyptian SME sector“. Thesis, University of Hull, 2013. http://hydra.hull.ac.uk/resources/hull:16123.

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Establishing strong, high-quality relationships with customers can be an important element in conducting business throughout the world, particularly in complex and highly competitive markets. This study attempts to explore and examine the differences and possible linkages between two important approaches to building relationships: guanxi and relationship marketing. Guanxi-type relationships tend to work at the inter-personal level, whereas relationship marketing tends to operate at the inter-organisational level. Despite the fact that both concepts are well known individually, a dearth of critical comparison remains in academic literature, even though evidence suggests that managers can use the linkages between the approaches to improve customer recruitment and retention. More importantly, although prior research implies an association between guanxi and relationship marketing, to date, no studies have sought to link the two concepts, and therefore a unified model does not exist. Moreover, hardly any work has been done to explore guanxi-type relationships in the Arab world generally and the Egyptian context specifically, although Hutchings and Weir (2006a, 2006b) highlighted that networks, and in particular guanxi-type relationships, in the Arab world remain insufficiently researched and there is a dearth of literature exploring these. Furthermore, an informed body of knowledge, explaining guanxi-type relationships in the Arab world and comparing the networking styles of China and the Arab world, does not exist. Informed by these issues, this study attempted to address these research gaps by employing a mixed method design through two phases of research. In the first phase, twenty-one semi-structured interviews were conducted with academics, experts and practitioners in the Egyptian SME sector. The aim of this phase was to explore the nature, meaning and variables of guanxi-type relationships in the Egyptian context, identify the variables of relationship marketing, and define the relationship between these two strands, and how organisations can link them and transform personal relationships into organisational relationships to retain their customers. The data were analysed using qualitative content analysis and Nvivo9 software. This phase formed the foundation for the second phase, which employed a quantitative research design to collect primary data using 305 self-administered questionnaires from customers of SMEs in Egypt. The aim of the second phase was empirically to test a model that links guanxi-type relationships and relationship marketing and their association with relationship quality and customer retention. Through testing the research model, the study sought empirical evidence for building the organisational types of relationship involved in relationship marketing instead of the personal type of relationship involved in guanxi-type relationships, thereby enhancing customer retention and avoiding the problem of employees taking customers with them, when leaving the company. The data were analysed using SPSS19 and SPSS macros, employing multivariate data analysis techniques including exploratory factor analysis (EFA), multiple regression analysis, hierarchal multiple regression analysis, bootstrapping method and crosstabulation. The findings of the first phase revealed that guanxi-type relationships in Egypt stem from the principles of Islam and Christianity and have become rooted and embedded in the Egyptian culture. Moreover, the Egyptian type of social network (guanxi-type relationships in Egypt) can be called shabakat al-alakat (network of relationships). Eight characteristics of shabakat al-alakat have been determined: social, personal, intangible, transferable, contextual, emotional, of religious origin, and long-term. In addition, shabakat al-alakat is a multi-dimensional construct that can be measured through five variables affectional bonding, empathy, reciprocity, personal trust and face. Moreover, the findings of the second phase showed that shabakat al-alakat (guanxi-type relationships in Egypt), relationship investment programmes (financial and structural), relationship marketing and relationship quality have a significant positive relationship with customer retention. The results also highlighted that relationship investment programmes (financial and structural) and relationship marketing have a significant positive relationship with relationship quality. In addition, relationship quality mediates the relationship between relationship marketing and customer retention, as well as relationship investment programmes (financial and structural) and customer retention. Furthermore, the findings confirmed the interaction effect of shabakat al-alakat in the relationship between relationship marketing and customer retention. Overall, the proposed research model was validated. Three major contributions stem from this research. First, this study contributes to knowledge by establishing and providing a comprehensive framework of all aspects of the social network in Egypt (shabakat al-alakat or guanxi-type relationships in Egypt): its origin; meaning; name; characteristics; variables; advantages and disadvantages and its role in attracting new customers. The second contribution comes from the novel model, which links guanxi-type relationships with relationship marketing and the impact of this link on customer retention. The third contribution comes from introducing a way to transfer the personal type of relationship involved in guanxi-type relationships to the organisational type of relationship involved in relationship marketing and transferring guanxi-type relationships from the uninstitutionalised and interpersonal level to the institutionalised or organisational level. It is hoped that future research will build on these results so that further avenues can be explored.

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Tähtinen, J. (Jaana). „The dissolution process of a business relationship:a case study from tailored software business“. Doctoral thesis, University of Oulu, 2001. http://urn.fi/urn:isbn:9514265300.

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Abstract This research aims at developing theory about the dissolution process of business-to-business relationships in tailored software context. Although dissolving business relationships can be viewed as one of the essential themes of marketing, the existing research on dissolution does not provide us with a holistic picture of the dissolution as a process. This research builds an empirically-grounded model of the business relationship dissolution process. First, a theoretical, tentative model of the process of business relationship dissolution is built. Second, empirical knowledge is acquired from a case study of business relationship dissolution in a software context. The case study data has been collected from various sources, from both seller and buyer organisations as well as network actors, through interviews and also from other written and oral sources in order to ensure triangulation. Third, the findings of the case study are compared to the tentative process model and the model is adjusted accordingly, thus developing the empirically-grounded process model. The process model includes three elements: the nature of the relationship, the factors influencing its dissolution, and the dissolution process. It incorporates both the time dimension and the multiplicity of the actors (individuals, companies, other relationships) involved into the model. The nature of the relationship is classified (terminal, continuous, episodic) as are the influencing factors and events (predisposing, precipitating and attenuating). The dissolution process is modelled by using stages, which describe the different action and time periods of the process, and by using levels, which describe the different actors who bring the process about. Six stages are distinguished: the communication stage, consideration stage, disengagement stage, enabling stage, restoration stage, and sensemaking / aftermath stage. The concept of stage is used to divide the complex process into more comprehensible periods and to emphasise that in each stage, managers' actions differ. The dissolution process does not always proceed through all the stages, nor have the stages any particular order.

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Iao, Iok Ieng. „The impact of buyer-supplier relationship on adoption of business-to-business electronic commerce“. Thesis, University of Macau, 2005. http://umaclib3.umac.mo/record=b1636415.

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Pienaar, Nico. „The role relationship benefits have on customer equity in the business-to-business environment“. Diss., University of Pretoria, 2013. http://hdl.handle.net/2263/41987.

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This study aims to extend previous research studies investigating drivers of customer equity in a business-to-business environment. The study also aims to address the role of relationship benefits on customer equity in a business-tobusiness environment beyond psychological, functional and social benefits. Furthermore the study focuses on the importance of building relationships influencing customer equity in organisations operating in a business-to-business environment. The study is based on two phases. Phase one consisted of face-to-face interviews with experienced professional individuals from three different industries. These industries covered financial services, utility services and property development within a South African demographic. The data gathered from these interviews was combined with literature to understand the drivers of customer equity and the role that relationship benefits play on customer equity. Data was also gathered from a 146 questionnaires and statistically processed. Significant findings made in the study reflect the importance of customer equity within business-to-business environments. Further focusing on the importance for organisations to build long-term relationships with their customers. this will finally explain the significant impact that relationship benefits have on customer equity beyond psychological, functional and social benefits for organisations in business-to-business environments. The study recognises that the individual customers and the organisation on its own will both benefit from developed customer equity, highlighting the fact that not one driver of customer equity is exclusive to the next. Contributions made for academic purposes include hypothesised variable on customer equity, with the main aim on relationships. This study will be beneficial for various departments in organisations that interact with customers and want to improve their customer relations, specifically organisations operating in a business-to-business environment.
Dissertation (MBA)--University of Pretoria, 2013.
zkgibs2014
Gordon Institute of Business Science (GIBS)
MBA
Unrestricted

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Zeniou, Maria. „Building a relational capability in business service relationships : the exploration of learning needs in stages of relationship development“. Thesis, University of Derby, 2013. http://hdl.handle.net/10545/314038.

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Context and Objectives: There is an increasing recognition that there is great potential in utilizing learning in client relationships as this can enable service providers to develop relational capabilities and more successfully manage relationships. Building on this premise, the present study argues that learning in relationships relates to the ability to learn from the local context to leverage relationship success. To do this, requires an understanding of what drives success in each stage of relationship development and how this can be achieved to ensure success. The aim of the research is to explore the potential for learning in business service relationships, through the exploration of learning needs relevant in stages of relationship development. Learning needs are defined as what service providers need to learn about how to leverage successful relationships at each stage of development. Research Methodology: The study employs two qualitative case studies of business service providers that provide contextually differing embedding conditions for relationships and learning. Data has been gathered through interviews with individual service providers, observation of practice and organisational documentation. The research undertaken explores service providers’ approach towards relationship development, with the aim of identifying critical factors influencing success in each relationship stage and corresponding opportunities for learning through the experiences and challenges faced by service providers in practice. Findings: Results highlights that learning from the local context is critical for managing relationship success. Critical success factors for each stage are identified from the experiences and challenges faced by service providers across the two cases. These are translated into learning needs for each stage that aim to guide service providers’ attempts to learn from the local context in order to inform and adapt their approach. The appreciation of learning needs in relation to the unique context of each organisation directs attention to corresponding guidelines for practice. The research concludes with the proposition of a theoretical model for learning in relationships as well as a practical learning needs framework that can be incorporated in service providers’ practices for managing client relationships. Importantly results suggest that becoming relationally capable requires a transition to embracing a learning orientation in terms of both philosophy and process. Research Relevance and Implications: The study extends the potential for the creation of a relational capability in business relationships through the exploration of learning needs. Findings suggest that relationship management can be viewed as a cyclical process of learning and adaptation where success at each stage rests on the ability to read and learn from the local context and engage in appropriate actions in practice. The study contributes towards practice, by providing a practical framework through which service providers can develop relational learning. Exploration and appreciation of learning needs in stages of relationship development can aid service providers in the establishment of appropriate approaches towards intervention or stimulation of relationship success.

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Walton, Kesha. „Relationship Between Technostress Dimensions and Employee Productivity“. ScholarWorks, 2019. https://scholarworks.waldenu.edu/dissertations/7768.

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Low productivity among employees represents a threat to the sustainability of organizational profits. Retail organizations have experienced a loss of over $300 billion annually because of low productivity. A consequence of technostress is low self-efficacy, which promotes low productivity and high employee absenteeism and burnout. Guided by the theory of technological self-efficacy, the purpose of this correlational study was to examine whether a relationship existed between employee technostress and employee productivity and the extent that technological self-efficacy mediated that relationship. A random sample of 112 retail employees from central Florida contributed to this study. Data were analyzed using Pearson bivariate correlations and multiple linear regression. The overall predictor variables of technostress and technological self-efficacy accounted for approximately 12% of variance in employee productivity. The results in this study indicated the overall linear regression model was significant. Bivariate findings indicated that technostress was not significantly associated with employee productivity. Technological self-efficacy was significantly associated with employee productivity. As employees’ technological self-efficacy increased, so did their productivity. The results of this study supported the conclusion that business professionals may benefit from implementing newer IT systems to improve profits and creating mentorships to train employees. The implications of this study for positive social change included the potential to break the cycle of stress-related issues and provide a quality work life for employees.

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Swenson, Andrea Valeria Roets. „Making Romantic Relationships Tick: Objective and Subjective Time Use and Relationship Quality Among Business Owners“. Diss., Virginia Tech, 2016. http://hdl.handle.net/10919/70908.

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This study assesses the contextual aspect of working in a family business on intimate relationships. Guided by principles of ecological theory, this study explores the unique situation of individuals who work with an intimate partner in a business they own and how this situation manifests itself in their close relationship. Individuals in a family business are confronted with a potentially unique family-work experience, especially for spouses/partners who work together in a business. It is hypothesized that objective and subjective work time influence couple relationship quality. Six specific hypotheses centered on the connection between family and work microsystems as well as the influence of macrosystem beliefs regarding family, work, and gender were assessed by regression analysis. Ninety-nine individuals completed a demographic and daily diary online. The sample was 52.53% men, 78.79% White, and educated (63.63% held at least Bachelor degrees). The majority of the sample was legally married (91.92%), with an average relationship length of 16.20 years (SD = 12.74 years). Regression analyses revealed limited support for the hypotheses. For people in family businesses, working more hours was associated with greater withdrawal from their intimate partner. Perceiving work time as sad was linked to more withdrawal from partner and more anger with partner, but not linked with feelings of closeness to partner. People who felt time at work as appreciated reported feeling closer to their intimate partner. The more respondents believed it was meaningful to distinguish between work and family, the less closeness to their partner they reported. Finally, age was significant for relationship quality, with younger individuals reporting more withdrawal and anger with partner and less closeness to their partner than did older individuals. This study contributes to research exploring the connection between family and work among individuals who work together in family businesses. While objective work time was associated with the measure of withdrawal from a partner, objective work time did not significantly contribute to the report of anger with a partner or closeness to a partner. Overall, how individuals felt during work time had an effect on their spousal/partner relationship, with feeling sad at work associated with more relationship withdrawal and anger, and feeling appreciated at work associated with more closeness. Limited support for the model suggests there may be unique processes of work and family operating within family businesses. Although work and family microsystems were connected in this study of family business owners, the links between work and family were different from previous research on dual- and single-earner families. Future research should untangle the processes through which work and family and time are connected, with attention to larger cultural influences, particularly how individuals within family businesses do work and family and how families ascribe to and enact gender within family businesses. In addition, further research should assess the degree to which microsystems can be differentiated in populations characterized by an extreme mesosystem connection between work and family.
Ph. D.

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Westman, Wall Carolin, und Tomas Henriksson. „How To Create Satisfaction : Customer satisfaction in Business-to-Business relationships“. Thesis, Uppsala University, Department of Business Studies, 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-106706.

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This thesis aims to increase the understanding for how customer satisfaction is created in business-to-business relationships in the copying machine and IT sector. A second objective is to contribute to the small, yet growing literature on the topic of satisfaction in business-tobusiness settings. In order to accomplish this, one company in the copying machine and IT sector has been used as a base and its customers have been the focus of the study. The results show that if the expectations the customers have of the product are met, the customers are likely to be satisfied. Furthermore, parts that have a high influence on customer satisfaction are technical support, the products’ quality, the product’s user-friendliness and availability of the staff. The part that contributed the most to customer satisfaction was how the staff treatedthe customers. The parts which contributed the least were selection of products, handling of invoices and delivery times.

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Blake, Christopher, und Britt-Marie Östman. „Relationer och projekt : En studie av det mellanmänskliga i det rationella“. Thesis, University of Skövde, School of Technology and Society, 2010. http://urn.kb.se/resolve?urn=urn:nbn:se:his:diva-4109.

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Projects are often spoken of in the terms of rational systems. However, some researchers point out the relevance of viewing projects as sets of relationships. Little is published about what aspects of relationships that are important for the managing of projects. We have argued for the necessity of such research. With previous research, our case study and interviews we indentified communication, responsibility, cooperation, togetherness and trust as important relational aspects in projects.

The overall perceived success for projects in this case, was increased with the adoption of new agile methods. These new methods clearly favored communication and togetherness. We wish to present a perspective that will view projects as people and their relationships.

Projekt pratas ofta om i form av ett logiskt och rationellt system, men det är i sig ologiskt eftersom projektet i sådana termer inte existerar. Exempelvis kan projektet själv inte ha mål. Vid flera undersökningar har en majoritet angett relationer som den största framgångsfaktorn för projekt. Med hjälp av en fallstudie och tidigare forskning i ämnet anser vi att människor är det som kausalt skapar projekt och har därför intervjuat personer med olika roller med erfarenheter av arbete i projekt.

Vår sammanslagning av empiri och teori pekar på att relationer existerar bland annat genom kommunikation, ansvar, samarbete, gemenskap och tillit. Men i detta fall är relationerna ock-så hårt styrda av strukturer och otydlighet. Vi har argumenterat för att ledningen, i vårt fall både kan och bör arbeta aktivt för att skapa fungerande relationer i projekt där uppgiften kräver det.

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Gong, Jie. „Relationship Lending and Lines of Credit for Small Business“. NCSU, 2010. http://www.lib.ncsu.edu/theses/available/etd-04012010-131200/.

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This thesis examines the influences of bank-borrower relationships on the terms for bank lines of credit for small business. I use the Surveys of Small Business Finances data to estimate two models: an OLS Regression explaining the premium over the prime rate and a Logistic Regression for the probability of collateral requirements. I focus on those firms with lines of credit with floating rates from commercial banks and use contract, financial, governance, industry and relationship characteristics as explanatory variables. Dun and Bradstreet (D&B) credit scores, minority status and gender are also added to previous models reported in the literature. My results are: (1) Small firms with longer market experiences will pay lower premium rates over the prime rate and firms with higher risk D&B credit scores will pay higher premiums. These results are both statistically and economically significant. However, the length of bank-borrower relationships does not have a statistically significant effect on the loan rate. Although lines of credit may provide more âsoft-informationâ on borrowers during bank-borrower relationships, banks still put more weight on credit scores and the firmsâ age. (2) There is no statistically significant relationship between Relationship Characteristics and the probability of collateral requirements. Banks pay more attention to Financial Characteristics and type of ownership. D&B credit scoring system plays a more important role than bank-borrower relationship status. (3) Minority status and gender do not have impacts on loan rates or the probability of pledging collateral.

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Nikolova, Natalia. „The client consultant relationship in professional business service firms“. Köln Kölner Wiss.-Verl, 2006. http://deposit.d-nb.de/cgi-bin/dokserv?id=2922564&prov=M&dok_var=1&dok_ext=htm.

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Nikolova, Natalia. „The client-consultant relationship in professional business service firms /“. Köln : Kölner Wiss.-Verl, 2007. http://deposit.d-nb.de/cgi-bin/dokserv?id=2922564&prov=M&dok_var=1&dok_ext=htm.

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Botha, Noanne. „Customer relationship value in the business-to-business railway market of Southern Africa“. Thesis, 2019. http://hdl.handle.net/10500/26231.

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This study involves establishing imperative customer relationship value antecedents and mediators within the business-to-business (B2B) railway industry of Southern Africa and determining whether these relationship value antecedents and mediators will achieve customer retention as an outcome. The goal is to create a conceptual model for the B2B railway industry of Southern Africa, which will be done through reviewing well-established theories and past literature on the topics of relationship marketing, relationship value, and retention within the B2B industry. After an examination of the existing literature, a proposed conceptual model will be developed and tested using confirmatory factor analysis (CFA) with a sample of 265 B2B supplier companies operating in the Southern African railway market. The CFA represents the measurement model of this research, which proposes the relationship value antecedents, mediators, and their influence on retention within the B2B railway industry of Southern Africa. Secondly, structural equation modelling (SEM) will be conducted, in order to test relation-ships with latent factors. The results indicate that the factors of service, supplier, relational, and financial performance are important antecedents, and that satisfaction and relationship value are significant mediators of customer retention in the B2B railway industry of Southern Africa.
Business Management
D. Admin. (Business Management)

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Kuo, Jung-Chung, und 郭榮宗. „Power Relationship of Business Model“. Thesis, 2013. http://ndltd.ncl.edu.tw/handle/82759064018526836880.

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博士
國立中央大學
企業管理學系
101
Abstract Within the business environment becoming sophisticated and uncertain, business model is a comprehensive concept of management; Moreover, it is also an up-to-date and crucial researchable issue. Business model depicts systems which an enterprise create values and logic how an enterprise make profits. Business model involves the distribution of profits among organizations whose power relationship requires further studies. Consequently, the purpose of this study is based on business model analyzing power relationship of business model. Power relationship of business model from an enterprise is not only power relationship of creating the value system but also power relationship of generating profitable logics. Power relationship is in view of business model being bottom-up. Interpreting theories of power relationship among enterprises is numerous, for instant, resource interdependence, transaction costs, competitive strategy, social conflicts, and social interaction system. In this study we integrate these theories to bring up the study structure of power relationship of business model. Talking about power relationship of business model, first of all, with reference to resources or capabilities, what could an enterprise make use of it self’s resources or capabilities to do transactions? Other enterprises are willing to trade with it? And what kinds of payments an enterprise uses to close a deal? Secondly, related to competitive strategies or intentions, is a point of departure of enterprises themselves oriented to the acquirement of values? Is oriented to the creation of values? Is oriented to both of them? Thirdly, with regard to the process of social interaction, do enterprises collaborate with? Do they compete with? Do they trust each other? What are risks among enterprises? Power relationship of business model is the interactive process of the domination or resistance among three including integrated resources (capabilities), competitive strategies (intentions), and societies (interactions). This process forms systems which an enterprise create values and logic how an enterprise make profits. Through the prime leader of the Pastry industry, the case of KUO YUAN YE FOODS CO. verifies the theories. From this study we found: 1. Business model is a simple and operative theory. 2. Business model is a kind of power relationship among organizations. 3. Power relationship of business model is a comprehensive process of social interaction. 4. Power relationship of business model is a dynamic process of social interaction.

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