Please use this identifier to cite or link to this item: http://hdl.handle.net/2440/22975
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Type: Journal article
Title: Self and collective interest in business relationships
Author: Medlin, C.
Citation: Journal of Business Research, 2006; 59(7):858-865
Publisher: Elsevier Science Inc
Issue Date: 2006
ISSN: 0148-2963
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
RMID: 0020060796
DOI: 10.1016/j.jbusres.2006.01.020
Description (link): http://www.elsevier.com/wps/find/journaldescription.cws_home/505722/description#description
Appears in Collections:Business School publications

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