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- Camén, Carolina, 1975-, et al.
(författare)
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Contracts as a Cornerstone in the Relationship Building
- 2012
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Ingår i: International Journal of Quality and Service Sciences. - : Emerald. - 1756-669X .- 1756-6703. ; 4:3, s. 208-223
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Tidskriftsartikel (refereegranskat)abstract
- The purpose of this paper is to investigate the significance of contracts in long‐term relationship building comparing public and private contexts. In order to investigate this, the paper addresses literature about relationship building, negotiation process and the role of contracts.Design/methodology/approachThis paper takes a qualitative approach and is based on comparative studies between the private and public sectors with the main focus on four companies within the public transport and paper industry. The unit of analysis is the enterprise's use of contracts in relationships. The analysis is based on the empirical material received from interviews and contextual analysis of the actual contracts. Internal and external documents have also been used in the analysis. The paper has categorized the material into different areas in relation to the relationship building.FindingsIn this paper the authors highlight the importance of contracts in the interaction between companies in different business situations. The findings in this study show that contracts function as cornerstones in relationship building. The conclusions also indicate that the type of contract used is depending of the uncertainty in the business relationship due to the relationship lifecycle. A main contribution from the study is that contracts affect the relationship building. In the private sector the relationship forms the contract while in the public sector the contract forms the relationships.Originality/valuePrevious research has mainly focused on how to manage long‐term relationships where the relationship is the result of a gradual development process between the parties and where there are few or next to no regulations regarding the interactions between the parties, for example who are involved or how the counterparty should be selected. Consequently, the results of this study adds to the literature the importance of contracts in long‐term relationship building comparing private and public contexts. Further, previous research has acknowledged that there is a need for more empirical research concerning the nature and form of contractual arrangements.
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- Camén, Carolina, et al.
(författare)
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Management of Relationships in a Public Tendering Context
- 2006
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Konferensbidrag (refereegranskat)abstract
- AbstractThe theory of contracts indicates that formal contracts has to be complemented some sort of relationship management. At least this is the ideal situation, expected to exist on a business-to-business market, where there exists no formal regulations preventing exchanges of actors. In other contexts, there could be a conflict between the role played by formal contracts and the parties freedom to exercise the relationship management needed in order to create long-term viable relationships. The focus in this paper is therefore to investigate how relationships evolve and are managed in a context where a formal contract is the governing factor, controlling the service delivered. As empirical context, we have used the public transport area, were it exist long-term dyadic contractual relationships resulting from public tendering processes. The results of the paper indicate that the contract to a high extent governs the relationship, and very little space is left over to the parties to handle the relationship freely. This stresses the importance of how the contract is formulated, since the way the contract is written affect the outcome for a long period of time
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- Camén, Carolina, 1975-, et al.
(författare)
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To trust or not to trust : formal contracts and the building of long-term relationships
- 2011
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Ingår i: Management Decision. - : Emerald. - 0025-1747 .- 1758-6070. ; 49:3, s. 365-383
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Tidskriftsartikel (refereegranskat)abstract
- The purpose of this paper is to explore how contracts are used to build and develop long‐term relationships in contexts where trust cannot be expected in advance – i.e. there is a lack of initial trust.Design/methodology/approachThis paper is based on a qualitative approach, while the present study used a documentary study focusing on 21 formal contractual dyads between contractors and fulfillers within the public transport sector.FindingsThe analysis of contracts in the public sector reveals the importance of formal contracts in relationship building, as a result of a number of factors that characterize this setting, including: the highly detailed specification of terms, legislation having an effect on the design of the contract, the bidding process, in situations where there is no negotiation process, no scope for further discussion after signing contracts, no learning processes, and contracts being used to conduct day‐to‐day business.Originality/valueThis research acknowledges the fact that there is a lack of empirical investigation into the nature and form of contractual arrangements, while the study contributes to this area by using formal contracts in a public context.
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