Authors: Christopher J. Medlin
Business relationships are based on interaction, where the parties undertake collaborative activities inpursuit of self-interest. This entwinement of self and collective interest provides a partial understandingof the dynamic underlying business relationships.This paper examines the association between relationship performance, a collective outcome, and theindependent self-interest constructs of a firm’s economic goals for joining a relationship, and resourceefficiency through ties. A study based on a sample of business software firms finds strongassociations between these constructs, with results presented as a structural equation model. Thefinal sections of the paper discuss the research and managerial implications.
Journal: ( – )
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Publish Year: 2005
Conference: Rotterdam, Netherlands (2005)