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Developing the capability to manage relationships : does maturity matter?

conference contribution
posted on 06.12.2017, 00:00 by Mario FerrerMario Ferrer, Claudine SoosayClaudine Soosay, Paul HylandPaul Hyland
Supply chain management involves the extensive coordination of relationships of different lengths. Such relationships necessitate the notion of trust in favour of the long-term interests of the inter-organisational exchange (Das and Teng 1998). However, power usage can inhibit the effective management of these working arrangements with a long-term perspective (Naudé and Buttle 2000). This study investigates the presence of trust and usage of power in inter-firm relationships with the aim of understanding the influence of these two factors on the Australian road freight transport working arrangements. This study is part of a wider research project and represents the responses from a sample of 120 organisations involved in road freight. Initial findings indicate the importance of goodwill trust and the absence of coercive power in inter-firm relationships regardless of their duration. This clearly demonstrates to managers the importance of understanding the need to establish goodwill and balance of the use of power in forming a relationship between organisations.

Funding

Category 1 - Australian Competitive Grants (this includes ARC, NHMRC)

History

Parent Title

Industry and academia collaborating to meet the challenges of the global economy : proceedings of the eighth International Research Conference on Quality, Innovation and Knowledge Management, New Delhi, India, February 2007.

Start Page

362

End Page

373

Number of Pages

12

Start Date

01/01/2007

ISBN-10

0732622972

ISBN-13

9780732622978

Location

New Delhi, India

Publisher

Department of Management, Monash University

Place of Publication

New Delhi, India

Peer Reviewed

Yes

Open Access

No

Era Eligible

Yes

Name of Conference

International Research Conference on Quality, Innovation and Knowledge Management

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