Managing in complex business networks

Ritter, Thomas; Wilkinson, Ian; Johnston, Wesley J.

doi:10.1016/j.indmarman.2003.10.016

Cited by 508 publications

(377 citation statements)

References 50 publications

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“…First, a buyer-supplier relationship is a complex system of multiple, rich, interpersonal interfaces (Ellram and Hendrick, 1995). Thus, the dimensions of the relationship emerge over time as a result of the experience and outcomes of ongoing interaction (Ritter et al, 2004). The complexity and repetitiveness of interactions are more strongly manifested in servitization, where long-term, interdependent, multifaceted relationships are the norm, and high levels of information and knowledge exchange are required (e.g., Johnson and Mena, 2008;Bastl et al, 2012).…”

Section: Cannon and Perreault's Framework Of Relationship Connectorsmentioning

confidence: 99%

Manufacturer-supplier relationships and service performance in service triads

Karatzas

Johnson

Bastl

2017

IJOPM

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1Manufacturer-Supplier relationships and service performance in service triads Abstract Purpose This study explores the role of the manufacturer-supplier relationship in service performance within service triads. Design/methodology/approachAn abductive case-research approach was adopted, using three embedded cases and twenty-six interviews in complex, multilevel manufacturer-supplier relationships within the same service network. Cannon and Perreault's (1999) multidimensional relationship framework was deployed to achieve granular and nuanced insight. FindingsThis study corroborates the idea that relational relationships within service triads and servitization improve performance. The role of each relationship dimension in service performance is discerned, and their interplay is captured in an analytic model. Information exchange, supplier relationship-specific adaptations, and the degree of formalization of the relationship directly influence performance, while cooperative norms and operational linkages are further back in the causal ordering. The study also highlights the importance of contingent factors and how they affect the relationship dimensions. Research limitations/implicationsThe work was conducted in one network and the findings were generalized to theory rather than additonal empirical settings. Originality/valueThis study is the first to derive a contextualized causal ordering of the Cannon and Perreault (1999) framework of relationship connectors and link it with service performance.

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Section: Cannon and Perreault's Framework Of Relationship Connectorsmentioning

confidence: 99%

Manufacturer-supplier relationships and service performance in service triads

Karatzas

Johnson

Bastl

2017

IJOPM

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“…Layer Description Role [14] The role of the service sytems involved in a relationship. Level [15] The level (e.g.…”

Section: Multi-layer Relationship Modelmentioning

confidence: 99%

“…For example, a service can create alliances with complementors to differentiate itself from competition to deliver more value to customers. We rely on the work from Ritter et al [14] to classify the role of the service systems involved in a relationship in four distinct types captured with the concept Role:…”

Section: Participating Rolesmentioning

confidence: 99%

“…The main contributions (e.g. [13,14,15,9]) have generally discussed the objectives, motivation, and benefits of relationships for businesses. While business relationships look at relationships from a macro perspective, service relationships look at relationships from a micro perspective.…”

Section: Related Workmentioning

confidence: 99%

“…Therefore, we developed a multi-layer relationship model which links services via multiple types of connecting perspectives (e.g. participating roles, interconnection level, and involvement strength [13,14,15,9]) capturing the richness, complexity, and characteristics of services. This goes well beyond the connection of service systems treated simply as unidimensional nodes.…”

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Modeling Service Relationships for Service Networks

Cardoso

2013

Lecture Notes in Business Information Processing

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Abstract. The last decade has seen an increased interest in the study of networks in many fields of science. Examples are numerous, from sociology to biology, and to physical systems such as power grids. Nonetheless, the field of service networks has received less attention. Previous research has mainly tackled the modeling of single service systems and service compositions, often focusing only on studying temporal relationships between services. The objective of this paper is to propose a computational model to represent the various types of relationships which can be established between services systems to model service networks. This work acquires a particular importance since the study of service networks can bring new scientific discoveries on how service-based economies operate at a global scale.

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2012

Handbook of Strategic Account Management

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Managing in complex business networks

Cited by 508 publications

References 50 publications

Manufacturer-supplier relationships and service performance in service triads

Manufacturer-supplier relationships and service performance in service triads

Modeling Service Relationships for Service Networks

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