Interactive resource development in new business relationships
Artikel i vetenskaplig tidskrift, 2011

Interaction in business relationships is a significant means of resource development. Studies of these processes have focused on interactive development in long-term relationships between buyer and supplier. This study explores the characteristics of joint resource development in new business relationships, where the two parties have no previous experience of interacting with each other. The study is based on the industrial network model and contains two cases of interactive development of new products with entirely different features. This research shows that joint development in a new relationship is strongly dependent on the resources of other business partners, since no previous adaptations exist between the two focal actors. Access to these resources is achieved through the established business relationships of the two parties. Furthermore, previous interactions with other business partners have a significant impact on the outcome of interactive development in a new business relationship. The main reason for these conditions is that the features of the resources of the two parties have evolved during these interactions. © 2011 Elsevier Inc.

Författare

Lars-Erik Gadde

Chalmers, Teknikens ekonomi och organisation, Industriell marknadsföring

Daniel Hjelmgren

Högskolan i Borås

Fredrik Skarp

Chalmers University of Technology

Journal of Business Research

0148-2963 (ISSN)

Vol. 65 2 210-217

Ämneskategorier

Produktionsteknik, arbetsvetenskap och ergonomi

Styrkeområden

Transport

DOI

10.1016/j.jbusres.2010.11.027