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- Havila, Virpi, et al.
(författare)
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International business-relationship triads
- 2004
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Ingår i: International Marketing Review. - : EMERALD GROUP PUBLISHING LIMITED. - 0265-1335 .- 1758-6763. ; 21:2, s. 172-186
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Tidskriftsartikel (refereegranskat)abstract
- This paper addresses the question of whether the dyadic approach to international business relationships should, in some situations, be extended to a triadic one. In studies of business relationships the common view is that the relationship consists of two parties, one selling party and one buying party. However, in some, especially international business relationships an intermediary exists that has contact with both the selling party and the buying party, at the same time as the selling party and the buying party also have direct contact with each other, i.e. these relationships are triadic by nature. The purpose here is to investigate whether a triadic approach should be used in these types of situations. The empirical analysis is based on a subset of the database established within the IMP2-project The analysis of the data material was done using LISREL. Trust and commitment, two central concepts in studies within the field of business-to-business research, are used to investigate whether business-relationship triads are different from business-relationship dyads. The results indicate that this is very much the case.
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- Thilenius, Peter, et al.
(författare)
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Business Netquakes : Analysing Relatedness of Events in Dynamic Business Networks
- 2016
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Ingår i: Extending the Business Network Approach. - Basingstoke : Palgrave Macmillan. - 9781137537638 - 9781137537652 ; , s. 315-331
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Bokkapitel (refereegranskat)abstract
- One crucial, recurring challenge for business managers involves taking the right action when pressured to change from resource investment in a business relationship to the pausing or termination of such, which, in some situations may dissolve the relationship completely. In that ongoing quest, a substantial part of the information necessary for the managers’ choice of path of action stems from the past, current and potential future in the specific business relationship. However, to rely solely on the available information in the relationship is, in most situations, insufficient to select appropriate managerial action. The notion that business relationships are better understood as part of business networks is well established (see, e.g., Ford et al. 2002; Håkansson and Snehota 1995), consequently suggesting that further information, potentially vital for the choice of managerial action, can be sourced within the immediate surrounding business network.
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