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|Title:||Self and collective interest in business relationships|
|Citation:||Journal of Business Research, 2006; 59(7):858-865|
|Publisher:||Elsevier Science Inc|
|Abstract:||Interaction is the basis of business relationships, where the parties undertake collaborative activities in pursuit of self-interest. This entwinement of self and collective interest provides a partial understanding of the dynamic underlying business relationships. This paper examines the self-interest constructs of a firm's economic goals and the resource efficiency resulting from ties across firms in a relationship. The paper contributes to the inter-firm literature by examining the associations between these self-interest constructs and a collective interest outcome of relationship performance. A study using a sample of business software firms finds strong associations between these constructs, with results presented as a structural equation model. The final sections of the paper discuss the research and managerial implications.|
|Keywords:||cooperation; competition; interaction; resource efficiency|
|Description:||© 2006 Elsevier Inc|
|Appears in Collections:||Business School publications|
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