Developing the capability to manage relationships : does maturity matter?
conference contributionposted on 2017-12-06, 00:00 authored 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.
Category 1 - Australian Competitive Grants (this includes ARC, NHMRC)
Parent TitleIndustry 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.
Number of Pages12
LocationNew Delhi, India
PublisherDepartment of Management, Monash University
Place of PublicationNew Delhi, India