2012
DOI: 10.1016/j.pursup.2012.04.002
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Interpersonal interaction in business triads—Case studies in corporate travel purchasing

Abstract: This study applies a triadic perspective to business triads of an industrial buyer, its service supplier and intermediary partners. The focus is on the structural, relational and cognitive features of interpersonal interaction. The study also takes into account strategic level interactions and interactions related to daily operations, thus providing insight into long and short-term interactive processes. Dedicated contacts and the social bonds between them provide important channels for both tacit and explicit… Show more

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Cited by 54 publications
(58 citation statements)
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References 74 publications
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“…Our research proposition suggests that good relationship amongst supply chain members have performance benefits to individual supply chain members as well as the performance of the whole supply chain ( Figure 1). The SNT is therefore relevant to this paper and has been successfully applied in previous triadic supply chain studies (Holma, 2012;Peng, Lin, Martinez, & Yu, 2010;Trienekens, 2011;Wuyts, Stremersch, Van den Bulte, & Franses, 2004). Hence, the application of the social network theory will be useful in advancing conceptual and practical understanding of the performance implications of RQ in a triadic context.…”
Section: Theoretical Perspectives and Hypothesismentioning
confidence: 99%
“…Our research proposition suggests that good relationship amongst supply chain members have performance benefits to individual supply chain members as well as the performance of the whole supply chain ( Figure 1). The SNT is therefore relevant to this paper and has been successfully applied in previous triadic supply chain studies (Holma, 2012;Peng, Lin, Martinez, & Yu, 2010;Trienekens, 2011;Wuyts, Stremersch, Van den Bulte, & Franses, 2004). Hence, the application of the social network theory will be useful in advancing conceptual and practical understanding of the performance implications of RQ in a triadic context.…”
Section: Theoretical Perspectives and Hypothesismentioning
confidence: 99%
“…Corporate travel, as is typical of business consumption services, requires substantial administrative efforts and on-going interactions at several organizational levels (Wynstra et al, 2006), where both managerial and operational-level interactions are central (Holma, 2012). Travel services are contracted on the basis of competitive bidding at the managerial level (cf.…”
Section: Corporate Travel Purchasing and Managementmentioning
confidence: 99%
“…Travel services are contracted on the basis of competitive bidding at the managerial level (cf. Wynstra et al, 2006), whereas travel bookings and payments to suppliers, as well as payment of daily allowances to the employees, are handled at the operational level (Holma, 2012).…”
Section: Corporate Travel Purchasing and Managementmentioning
confidence: 99%
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“…Further, efficient travel management has been shown to be well correlated with enterprise revenue growth, profit growth, and asset efficiency (Dyment, 2009). As a result large enterprises employ Corporate Travel Managers to manage corporate travel enterprise (Holma, 2012;Lubbe, 2003;Mason, 2002).…”
Section: Introductionmentioning
confidence: 99%