A dyadic approach to the relationship performance of international business partners

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dc.contributor.authorAurifeille, J.
dc.contributor.authorMedlin, C.
dc.contributor.editorAurifeille, J.
dc.contributor.editorSvizzero, S.
dc.contributor.editorTisdell, C.
dc.date.issued2006
dc.description.abstractAs a step to understand how business partner's differences influence their relationship performance, a new quantitative methodology for examining partnerships is proposed. It is based upon two models for each firm: a “self-model” that reflects how a firm’s characteristics explain its perspective of relationship performance, and a “contributive-model” that reflects how they influence the partner’s view of relationship performance. A clusterwise regression approach is then used to analyse the similarities/dissimilarities among the models at work in “dyads”, that is: partnerships composed of two firms. This allows definition of four interaction modes: merging, teaming, sharing-mutual and sharing-dominated. The method is tested empirically on international dyads with “relationship performance” as the dependent variable and relationship variables as the predictors (ie. trust, commitment, time perspective, relationship experience and economic goal). As expected the main results indicate that some similarities among partners management models are more profitable. Such a result suggests that as firms use business relationships to globalise they should be careful about the types and degree of standardisation they seek to impose.
dc.description.statementofresponsibilityJacques-Marie Aurifeille and Christopher John Medlin
dc.description.urihttps://www.novapublishers.com/catalog/product_info.php?products_id=6218
dc.identifier.citationLeading economic and managerial issues involving globalisation, 2006 / Aurifeille, J., Svizzero, S., Tisdell, C. (ed./s), pp.93-103
dc.identifier.isbn1594545650
dc.identifier.orcidMedlin, C. [0000-0003-0567-2538]
dc.identifier.urihttp://hdl.handle.net/2440/35971
dc.language.isoen
dc.publisherNova Science Publishers
dc.publisher.placeHauppauge NY
dc.rights© Nova Science Publishers
dc.titleA dyadic approach to the relationship performance of international business partners
dc.typeBook chapter
pubs.publication-statusPublished

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