A perspective of partnerships based on interdependence and dialectical theory
Business partnerships can serve as a significant source of competitive advantage. The present paper extends the business relationship literature by melding interdependence and dialectical theory from the marriage literature with extant buyer–seller partnership concepts in the development of a framew...
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| Published in | Journal of business research Vol. 56; no. 4; pp. 265 - 274 |
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| Main Authors | , , |
| Format | Journal Article |
| Language | English |
| Published |
New York
Elsevier Inc
01.04.2003
Elsevier Elsevier Sequoia S.A |
| Series | Journal of Business Research |
| Subjects | |
| Online Access | Get full text |
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| Abstract | Business partnerships can serve as a significant source of competitive advantage. The present paper extends the business relationship literature by melding interdependence and dialectical theory from the marriage literature with extant buyer–seller partnership concepts in the development of a framework that contributes further insight to understanding interorganizational relationships. We examine the viability of borrowing conceptions from a nonbusiness domain through qualitative field interviews with relationship participants representing multiple functions on both sides of partnership dyads. This work holds important implications for future exploration and management of buyer–seller partnerships. |
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| AbstractList | Business partnerships can serve as a significant source of competitive advantage. The present paper extends the business relationship literature by melding interdependence and dialectical theory from the marriage literature with extant buyer–seller partnership concepts in the development of a framework that contributes further insight to understanding interorganizational relationships. We examine the viability of borrowing conceptions from a nonbusiness domain through qualitative field interviews with relationship participants representing multiple functions on both sides of partnership dyads. This work holds important implications for future exploration and management of buyer–seller partnerships. A perspective is offered that melds theoretical work in the interdependence and dialectical interpersonal relationship literature with extant buyer-seller relationship literature. Out of this process, a framework is developed that: 1. makes explicit ideas implied in the extant business literature, 2. further develops and clarifies existing business relationship concepts, and 3. organizes and integrates new and existing relationship concepts. In addition, the appropriateness of the framework is examined through qualitative field interviews with active relationship participants. The belief is held that the proposed framework contributes further insight to understanding ongoing business relationships. It is held that the melding of investment and dialectical theory holds the potential for enhancing the generative capacity of the marital metaphor in the buyer-seller relationship arena. |
| Author | Bantham, John H. Kasouf, Chickery J. Celuch, Kevin G. |
| Author_xml | – sequence: 1 givenname: John H. surname: Bantham fullname: Bantham, John H. email: jhbanth@ilstu.edu organization: Illinois State University, Normal, IL, USA – sequence: 2 givenname: Kevin G. surname: Celuch fullname: Celuch, Kevin G. organization: University of Southern Indiana, Evansville, IN, USA – sequence: 3 givenname: Chickery J. surname: Kasouf fullname: Kasouf, Chickery J. organization: Worcester Polytechnic Institute, Worcester, MA, USA |
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| Keywords | Supply chain Dialectical theory Interdependence Interorganizational relationships Buyer–seller partnerships |
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| Snippet | Business partnerships can serve as a significant source of competitive advantage. The present paper extends the business relationship literature by melding... A perspective is offered that melds theoretical work in the interdependence and dialectical interpersonal relationship literature with extant buyer-seller... |
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| SubjectTerms | Buyer–seller partnerships Dialectical theory Dialectics Interdependence Interorganizational relationships Interpersonal communication Organization theory Partnering Studies Supply chain |
| Title | A perspective of partnerships based on interdependence and dialectical theory |
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