A dyadic process model for the development of long-term business relationships [Elektronische Ressource] / Anna Marie Dyhr Ulrich. Universität Flensburg

Informations

• Publié par: universitat_flensburg
• Publié le: 01 janvier 2008
• Nombre de lectures: 41
• Langue: English
• Poids de l'ouvrage: 3 Mo

Extrait

Anna Marie Dyhr Ulrich










A DYADIC PROCESS MODEL FOR
THE DEVELOPMENT OF
LONG-TERM BUSINESS RELATIONSHIPS











PhD DISSERTATION
INTERNATIONALES INSTITUT FÜR MANAGEMENT
UNIVERSITÄT FLENSBURG
2008
A DYADIC PROCESS FRAMEWORK FOR THE DEVELOPMENT OF LONG-TERM BUSINESS RELATIONSHIPS Table of Contents
Table of Contents
SUMMARY .................................................................................................................................................................10
CHAPTER 1 PROLOGUE...16
1.1 PRELIMINARY CASE: THE TRAILER SPRING BUSINESS RELATIONSHIP ..........................................................16
1.2 REFLECTION IN RELATION TO THE PRELIMINARY CASE.................................................21
1.3 RESEARCH AGENDA ........................................................................................................23
1.3.1 First part of the thesis............................................................24
1.3.2 Second part of the thesis ........................................................................................26
1.3.3 Third part of the thesis...........................26
1.4 A SHORT THEORETICAL REVIEW...................................................26
1.4.1 The Marketing Channel Approach........................................................................27
1.4.2 The Resource Dependence Theory........................................28
1.4.3 The Social Exchange and Social Network Theory...............28
1.4.4 The Transaction Cost Theory ................................................................................................................29
1.4.5 The Industrial Network and Interaction Approach..............30
1.5 WHY AN INDUSTRIAL NETWORK AND INTERACTION APPROACH?...............................................................31
1.6 LIMITATIONS WITHIN THE INDUSTRIAL NETWORK AND INTERACTION THEORY .........................................34
1.7 THE THEORETICAL BACKGROUND—THE INTERACTION MODEL.35
1.8 THE INTERACTION MODEL AS OVERALL FRAMEWORK FOR DEVELOPMENT OF THE A PRIORI FRAMEWORK
40
1.9 THE STRUCTURE OF THE THESIS ....................................................................................................................46
CHAPTER 2 RESEARCH ON THE DEVELOPMENT OF BUSINESS RELATIONSHIPS.................52
2.1 BUSINESS RELATIONSHIP FROM THE POINT OF VIEW OF AN INDUSTRIAL NETWORK AND INTERACTION
APPROACH .................................................................................................................................................................52
2.2 STRUCTURAL AND PROCESS CHARACTERISTICS............................55
2.3 THE INTERACTION PROCESS...........................57
2.3.1 The exchange process ............................................................................................................................57
2.3.2 The coordination process.......................58
2.3.3 The adaptation process..........................59
2.3 MOTIVES FOR ENTERING INTO LONG-TERM BUSINESS RELATIONSHIPS........................................................60
2.4 EXISTING THEORETICAL MODELS FOR THE DEVELOPMENT OF LONG-TERM BUSINESS RELATIONSHIPS......62
2.5.1 Models and frameworks for the development of the buyer-seller relationship ..................................63
2.5.2 Models for development of long-term business relationships—a short literature review.................64
2.5.3 Ford's “Development of buyer-seller relationships” and Dwyer et al.'s “Relationship development
process” ...............................................................................................................................................................68
2.5.4 Wilson’s integrative process model......................................74
2.5.5 Summary and discussion of the relationship development models .....................................................77
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© Anna Marie Dyhr Ulrich



A DYADIC PROCESS FRAMEWORK FOR THE DEVELOPMENT OF LONG-TERM BUSINESS RELATIONSHIPS Table of Contents
CHAPTER 3 CRITICAL FACTORS FOR THE DEVELOPMENT OF LONG-TERM BUSINESS
RELATIONSHIPS—A THEORETICAL REVIEW............................................................................................82
3.1 SUCCESSFUL BUSINESS RELATIONSHIPS AND CRITICAL FACTORS.................................82
3.2 DETERMINATION OF THE CONCEPT “CRITICAL FACTORS”.............................................84
3.3 INDIVIDUAL-RELATED FACTORS.....................................................................................87
3.3.1 Personality and personal competences.................................................................88
3.3.2 Specialist competences and experience................................89
3.4 ORGANISATION-RELATED FACTORS...............................................................................................................90
3.4.1 Expectations for the relationship...........91
3.4.2 Organisational culture ...........................................................................................................................93
3.4.3 The structural characteristics of the organisation...............95
3.4.4 Organisational experience and learning..............................97
3.5 ENVIRONMENT-RELATED FACTORS................................................................................................................98
3.5.1 Market structure, risk, dynamics, and position in the production channel........99
3.5.2 National character................................................................................................................................100
3.6 INTERPERSONAL AND INTERORGANISATIONAL FACTORS............102
3.6.1 Communication.....103
3.6.2 Trust.......................................................................................................................................................104
3.6.3 Commitment..........106
3.6.4 Personal relations ................................................................................................................................108
3.6.5 Social interaction..109
3.6.6 Conflict resolution111
3.6.7 Power and dependence ........................................................................................................................111
3.7 SUMMARY OF LITERATURE REVIEW ON CRITICAL FACTORS .......................................................................114
3. 8 CONCLUSION OF THE SUBSTANTIVE DOMAIN.............................119
CHAPTER 4 EMPIRICAL RESEARCH DESIGN............................................................................................123
4.1 PARADIGMS AND “ORIENTATION”...............................................................................................................123
4.2 REALISM.......................................................124
4.3 METHODOLOGICAL CONSIDERATIONS AND CHOICES..................125
4.3.1 Explorative study .................................................................................................................................125
4.3.2 Case study method127
4.3.3 A longitudinal process study................................................................................................................127
4.4 RESEARCH STRATEGY...................................129
4.4.1 Preparation...........129
4.4.2 Data collection......................................................................................................136
4.4.3 Data analysis .......................................141
4.5 DATA QUALITY AND VALIDITY.....................................................................................................................144
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© Anna Marie Dyhr Ulrich



A DYADIC PROCESS FRAMEWORK FOR THE DEVELOPMENT OF LONG-TERM BUSINESS RELATIONSHIPS Table of Contents
4.6 THE RESEARCH PROCESS—AN OVERVIEW...................................................................................................145
CHAPTER 5 THE EMPIRICAL RESEARCH SETTING...........148
5.1 DANDY (WWW.GUMLINK.COM) .................................................................................................................148
5.1.1 Historical Background.........................148
5.1.2 Products ................................................149
5.1.3 The development from “goodies” to functional products .................................................................150
5.1.4 Markets.................................................................................................................150
5.1.5 Business relationship partners............151
5.1.6 Competitors...........................................152
5.2 CADBURY SCHWEPPES PLC. (WWW.CADBURYSCHWEPPES.COM) ..............................................................153
5.3 AGROLIMEN AND THE JOYCO GROUP (WWW.JOYCOGROUP.COM)...........................156
5.3.1 JOYCO Group, S.A. .............................................................................................156
5.3.2 Historical Background.........................................................157
5.3.3 Products ................................................................................................