Technical and social bonds within business‐to‐business relationships

Perry, Chad; Cavaye, Angèle L. M.; Coote, Len

doi:10.1108/08858620210415217

Cited by 82 publications

(68 citation statements)

References 35 publications

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“…IT integration between the buyer and seller in the supply chain involves agreed-upon codes and procedures to literally straitjacket transactions of plans, materials, and funds (e.g., Perry, Cavaye, and Coote 2002). Only when both parties identically understand the other's position does IT integration work.…”

Section: Proposition 2amentioning

confidence: 99%

Innovation Generation in Supply Chain Relationships: A Conceptual Model and Research Propositions

2004

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Section: Proposition 2amentioning

confidence: 99%

Innovation Generation in Supply Chain Relationships: A Conceptual Model and Research Propositions

2004

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“…Two types of bonds should be incorporated into this theoretical framework. Researchers have identified and categorised elements in relationship exchange processes, using different terms such as technical and social elements (for example, Perry, Cavaye and Coote, 2002), or structural and social bonds (for example, Buttle and Ahmad, 1999;Gordon, 1998;Mattson, 1985;Turnbull and Wilson, 1989). To synthesise these elements, we use the terms "social bonds" and "technical bonds" to categorise the most mentioned elements in the literature because they describe the functions of these elements in a relationship.…”

Section: Research Objectivesmentioning

confidence: 99%

The Impact of Internet Use on Inter-Firm Relationships in Australian Service Industries

Rao¹,

Perry²,

Frazer³

2003

Australasian Marketing Journal

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The impact of the internet on inter-firm relationships has received little attention in the academic literature. This theory building research develops a conceptual framework about internet-facilitated relationships based on the literature and research findings from convergent interviews. The convergent interviews were conducted with CEOs and/or marketing managers of 10 Australian service companies. Results show that the internet does not appear to hinder inter-firm relationships as the internet is not being used at the expense of more traditional and personal forms of communication and has little impact on the level of trust in internet exchange partners and the dependence they have on one another at this relatively early stage of adoption. Rather, internet use is thought to be linked with improved business performance and satisfaction with the exchange partner's performance. The findings of this research add to the body of marketing knowledge and provide guidelines for managers to more effectively use the internet in managing their relationships with other businesses. Relationship MarketingThis research investigates the intersection of relationship marketing and internet marketing. Relationship marketing was first investigated in the 1970s. Driven by global competition, relationship marketing was noticed when many businesses learnt that they must collaborate to compete (Palmer 1997(Palmer , 2000. However, it was not until the late 1970s and the 1980s that the term "relationship marketing" emerged in the marketing literature. Simultaneously but independently, researchers in the United States (for example, Wilson, 1976;Jackson, 1985) and Europe (for example, Gummesson, 1987;Hakansson, 1982;Johanson and Mattsson, 1987) began to look beyond simple dyadic transactions and began to explore the notion of dyadic relationships (Healy, Hastings, Brown and Gardiner, 2001). The two major theoretical streams of relationship marketing were the Nordic school focusing on services marketing, and the Network Approach to industrial marketing developed by the international marketing and purchasing group (IMP) (Gummesson, Lehtinen and Gronroos, 1997).Since then relationship marketing has evolved over the last two decades with the emphasis shifting with different approaches. One of the earliest approaches to relationship marketing research was social exchange theory, which placed importance on interactive marketing activities (Anderson and Narus, 1984;Araujo and Easton, 1996;Sheth and Parvatiyar, 1995). Other approaches have been grounded in inter-organisation theory (Van de Ven, 1992) and industrial network theory (Mattson, 1985). Some scholars claim that only people create relationships, while others believe that customised and personalised technologically delivered services may strengthen longterm relationships (for example, Thirkell, 1997;Schultz, 1997). For example, a recent approach to relationship marketing is predicated on the interactivity of the internet and the opportunities this provides for relationship market...

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“…A total of 169 SMEs responded by completing the questionnaire. This gives a satisfactory response rate of 56% for this type of survey where response rates below 15% become questionable [9]. Table 1 provides a sociodemographic profile of the organisations and participates in the survey.…”

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confidence: 99%

SMEs’ Perception of Cloud Computing: Potential and Security

Sahandi¹,

Alkhalil²,

Opara-Martins³

2012

IFIP Advances in Information and Communication Technology

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Abstract. Cloud computing is a new paradigm for emerging technology in the computing and IT industries. Cloud computing offers a new pathway for business agility and supports a faster time to market by offering ready-toconsume cloud-based IT services. SMEs can wisely take advantage of the cloud computing services, without the need for upfront costs. The perception of cloud computing from an SME stance is explored. The potential and concerns surrounding the adoption of cloud computing are discussed. A survey of SMEs conducted in the UK by the authors shows SMEs interests in exploiting the cloud computing services, but there are still some concerns with regards to security and vendor lock-in. This could have affected the speed of cloud computing being adopted.

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Technical and social bonds within business‐to‐business relationships

Cited by 82 publications

References 35 publications

Innovation Generation in Supply Chain Relationships: A Conceptual Model and Research Propositions

Innovation Generation in Supply Chain Relationships: A Conceptual Model and Research Propositions

The Impact of Internet Use on Inter-Firm Relationships in Australian Service Industries

SMEs’ Perception of Cloud Computing: Potential and Security

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