Long-term Business Relationships between Consignor and Trucking Carrier in Japan

2000 ◽  
pp. 413-438 ◽  
Author(s):  
Norihiro Kasuga ◽  
Akio Torii
Keyword(s):  
Business Relationships

scholarly journals Developing and Maintaining Trust in Hastily Formed Relief Networks

2013 ◽  
pp. 1302-1324
Author(s):  
Peter Tatham ◽  
Gyöngyi Kovács
Keyword(s):  
Trust Model ◽  
Humanitarian Logistics ◽  
Business Relationships ◽  
Practical Application ◽  
Short Notice ◽  
Swift Trust ◽  
Theoretical Application ◽  
Post Disaster ◽  
Limited Period

Although there is a vast body of academic and practitioner literature championing the importance of trust in long-term business relationships, relatively little has been written discussing the development and maintenance of trust in networks that are formed at short notice and that often operate for a limited period of time. However, some models of trust and trusting behavior in such “hastily formed relief networks” (HFRN) do exist, and the aim of this chapter is to consider the theoretical application of one of the most prominent examples – that known as “swift trust” – to a post-disaster humanitarian logistics scenario. Presented from the perspective of a HFRN, this chapter presents a discussion of the practical application of the swift trust model.

Trust and Long-Term Satisfaction within Asymmetric Business Relationships

2013 ◽  
pp. 1-19
Author(s):  
Khurram Sharif
Keyword(s):  
Service Providers ◽  
Control Input ◽  
Business Relationships ◽  
Convenience Sample ◽  
Small Organizations ◽  
Telecommunications Sector ◽  
Technical Competency ◽  
Relationship Network ◽  
And Control

This paper explores the nature of trust and satisfaction existing between service providers (large organizations) and a network of 47 distributors (small organizations) within the Kuwaiti telecommunications sector. Data was collected using a questionnaire based survey involving a convenience sample of 209 respondents representing 47 distributor outlets. The results show that the Kuwaiti telecommunications sector asymmetric relationship network was largely driven by cognitive input of trust, that is, technical competency was favored over affective input. Furthermore, there was a significant relationship between cognitive input and Long-term Satisfaction Disposition (LSD) and control input (i.e. use of power) and LSD. This indicates that trust, although favored, was not a condition for establishing long-term satisfaction within asymmetric business relationships. Finally, the influence of wasta (i.e. favoritism) and control input on trust are found to be insignificant.

scholarly journals Maintaining business relationships: resilience through institutional work

2019 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Ilkka Tapani Ojansivu ◽  
Jan Hermes
Keyword(s):  
Relationship Maintenance ◽  
Historical Case Study ◽  
Business Relationships ◽  
Business Relationship ◽  
Historical Case ◽  
Content Type ◽  
Codes Of Practice ◽  
The Relationship ◽  
Over Time

Purpose Business relationships are considered long-term and stable. Furthermore, over time, business relationships are expected to become and remain “institutionalized”. The undertone is that this process is deterministic and inevitable. While the authors do not question the long-term nature of business relationships, they argue that the process of “institutionalization” requires more construct clarity. Consequently, they ask the following: What is the source of resilience in business relationships, and how are these relationships maintained over time? Design/methodology/approach To unravel these questions, the authors conducted an historical case study of a business relationship between a government buyer and a software seller extending over two decades. Findings The authors found that while the network around the business relationship is crumbling and all odds are in favor of relationship dissolution, the active maintenance work of key individuals in the relationship prevented detrimental effects and resulted in not only its continuation but also an increased degree of institutionalization. Research limitations/implications The authors contribute to the Industrial Network approach (INA) by providing a non-deterministic approach to the typically taken-for-granted end phase of business relationships. Practical implications The findings illustrate that the process of institutionalization is manageable but requires hard work, highlighting managers as the principle vehicle of relationship maintenance. Originality/value The authors provide construct clarity around the process of “institutionalization”. In fact, they regard the process as reverse compared to the early interpretation in the INA literature in which a business relationship is assumed to start as a “clean slate” and then begins to represent the industry codes of practice over time. They found that “institutionalization” implies that a business relationship is no longer compared with nor is comparable to the institutional prescriptions; in contrast, the relationship has established its own rules and norms, which have been taken for granted by the buyer and seller organization.

Forces Impinging on Long-Term Business-to-Business Relationships in the United States: An Historical Perspective

1998 ◽  
Vol 62 (2) ◽  
pp. 31-45 ◽  
Author(s):  
William W. Keep ◽  
Stanley C. Hollander ◽  
Roger Dickinson
Keyword(s):  
United States ◽  
Economies Of Scale ◽  
The United States ◽  
Relationship Development ◽  
Business Relationships ◽  
Department Stores ◽  
Advertising Agencies ◽  
Marketing Relationships ◽  
Business To Business

The authors examine the histories of four business-to-business relationships in the United States: advertising agencies and clients, textile agents and mills, the Pullman Car Company and railroads, and independent department stores and their resident buying offices. The authors’ goals are to gain perspective on how marketing relationships evolve over time and identify those factors that foster closer relationships and those that attenuate relationships. The results show that economic growth, information asymmetry partially prompted by geographic dispersion, entry barriers in one or both industries, dependence asymmetry, and economies of scale are important environmental forces that impinge on relationship development in all four cases.

Product importance and complexity as determinants of adaptation processes in business relationships

2014 ◽  
Vol 29 (1) ◽  
pp. 75-87 ◽  
Author(s):  
Cristina Sales Baptista
Keyword(s):  
Adaptive Behavior ◽  
Real Life ◽  
Mining Industry ◽  
Business Relationships ◽  
Related Factors ◽  
Capital Equipment ◽  
Content Type ◽  
Study Approach ◽  
Adaptation Processes

Purpose – The aim of this paper is to characterize adaptation processes in business relationships. The nature of adaptive behavior is described by outlining activities and events in these relationships. The role of perceived product importance and complexity in the character of the adaptations processes is sought. Design/methodology/approach – A case study approach is adopted and two long-term relationships between buyers and sellers of capital equipment in the mining industry are investigated. Perspectives from both sides of the dyad (buyer and seller) were attained through in-depth interviews. Findings – Findings show that supplier-based adaptations occur more frequently than customer-based adaptations. The market antecedents of concentration and resource dependency are identified as drivers of adaptive behavior. Furthermore, product importance and complexity are key drivers to adaptation processes and the development of long-term relationships. Supplier's brand name and the choice of a direct channel strategy are identified as indicators of long-term commitment to the market. Moreover, two-task related factors were extremely relevant as selection criteria for capital equipment: the functional suitability and the degree of standardization/customization of the equipment. Research limitations/implications – The findings are specific to the market environment and recommendations are given for the realm of the mining industry. Multi-case studies in multi-contexts should be conducted to enable generalization and potential theory-building. Practical implications – A number of important managerial implications for buyers and sellers of capital equipment in the mining industry are given. Originality/value – This paper contributes to knowledge by providing rich descriptions of adaptation processes. This real life evidence enables the identification of major drivers of adaptive behavior and, consequently, the development of long-term successful relationships.

scholarly journals The Road to Accountable and Dependable Manufacturing

Automation ◽  
2021 ◽  
Vol 2 (3) ◽  
pp. 202-219
Author(s):  
Jan Pennekamp ◽  
Roman Matzutt ◽  
Salil S. Kanhere ◽  
Jens Hiller ◽  
Klaus Wehrle
Keyword(s):  
Product Information ◽  
Product Lifecycle Management ◽  
Security And Privacy ◽  
Efficient Production ◽  
Business Relationships ◽  
Process Data ◽  
The Road ◽  
Blockchain Technology ◽  
On The Road

The Internet of Things provides manufacturing with rich data for increased automation. Beyond company-internal data exploitation, the sharing of product and manufacturing process data along and across supply chains enables more efficient production flows and product lifecycle management. Even more, data-based automation facilitates short-lived ad hoc collaborations, realizing highly dynamic business relationships for sustainable exploitation of production resources and capacities. However, the sharing and use of business data across manufacturers and with end customers add requirements on data accountability, verifiability, and reliability and needs to consider security and privacy demands. While research has already identified blockchain technology as a key technology to address these challenges, current solutions mainly evolve around logistics or focus on established business relationships instead of automated but highly dynamic collaborations that cannot draw upon long-term trust relationships. We identify three open research areas on the road to such a truly accountable and dependable manufacturing enabled by blockchain technology: blockchain-inherent challenges, scenario-driven challenges, and socio-economic challenges. Especially tackling the scenario-driven challenges, we discuss requirements and options for realizing a blockchain-based trustworthy information store and outline its use for automation to achieve a reliable sharing of product information, efficient and dependable collaboration, and dynamic distributed markets without requiring established long-term trust.

Trust and Long-Term Satisfaction within Asymmetric Business Relationships

2011 ◽  
Vol 2 (1) ◽  
pp. 1-18 ◽  
Author(s):  
Khurram Sharif
Keyword(s):  
Service Providers ◽  
Control Input ◽  
Business Relationships ◽  
Convenience Sample ◽  
Small Organizations ◽  
Telecommunications Sector ◽  
Technical Competency ◽  
Relationship Network ◽  
And Control

This paper explores the nature of trust and satisfaction existing between service providers (large organizations) and a network of 47 distributors (small organizations) within the Kuwaiti telecommunications sector. Data was collected using a questionnaire based survey involving a convenience sample of 209 respondents representing 47 distributor outlets. The results show that the Kuwaiti telecommunications sector asymmetric relationship network was largely driven by cognitive input of trust, that is, technical competency was favored over affective input. Furthermore, there was a significant relationship between cognitive input and Long-term Satisfaction Disposition (LSD) and control input (i.e. use of power) and LSD. This indicates that trust, although favored, was not a condition for establishing long-term satisfaction within asymmetric business relationships. Finally, the influence of wasta (i.e. favoritism) and control input on trust are found to be insignificant.

Engaging with local communities: Five key lessons that businesses can learn from universities

2020 ◽  
pp. 095042222096696
Author(s):  
Debananda Misra ◽  
Rómulo Pinheiro
Keyword(s):  
Best Practices ◽  
Local Communities ◽  
Business Leaders ◽  
Business Community ◽  
Business Relationships ◽  
Socially Responsible ◽  
Central Idea ◽  
New Directions ◽  
Key Concepts

As businesses are coming to terms with the challenges derived from the Covid-19 crisis, they are realizing the need to do more for and with their local communities than being co-located or having business relationships. Business leaders are learning that engaging with local communities can be helpful in steering their business through crises and helping to prepare for the future. The central idea of this article is that businesses can learn from universities about engaging with local communities. It outlines five key lessons, illustrating them with examples and relating them to key concepts and perspectives from the literature. The emphasis in these lessons is on their potential to make businesses self-reliant, socially responsible and resilient. As businesses look for lessons, frameworks and best practices for engaging with their communities during and after a significant crisis, these five lessons from universities can point them toward new directions that would be hard to find within the business community. The lessons can be used by business leaders to design initiatives and implement policies and practices for engaging with their local communities in ways that are mutually beneficial and promote long-term sustainability.

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