IDEAS home Printed from https://ideas.repec.org/h/spr/sprchp/978-3-030-67338-3_5.html
   My bibliography  Save this book chapter

Developing the Relationship Management Upper Mid-Range Theory

In: Firm Competitive Advantage Through Relationship Management

Author

Listed:
  • Bartosz Deszczyński

    (Poznań University of Economics and Business)

Abstract

This chapter presents the final proposal of the RM maturity model and proposes a robust framework for the upper RM mid-range theory. The first section synthesizes and explains the mutual connections of distinct RM activities and approaches of an RM-mature firm. A quick test for RM maturity is proposed. The second section introduces the notion of an RM niche, which is needed to explain why moderate proficiency in RM yields no significant advantages and why the relationship between what a company does in terms of RM and achieving a sustainable competitive advantage is highly curvilinear. The universal factors that determine the size of an RM niche and thus the size and scope of RM-mature firms are proposed and discussed. The third section provides eight examples of companies illustrating different facets of RM ‘in motion’ and serves as supplementary qualitative material to study the diverse challenges in managing relationships.

Suggested Citation

  • Bartosz Deszczyński, 2021. "Developing the Relationship Management Upper Mid-Range Theory," Springer Books, in: Firm Competitive Advantage Through Relationship Management, chapter 0, pages 159-216, Springer.
    • Handle: RePEc:spr:sprchp:978-3-030-67338-3_5
    DOI: 10.1007/978-3-030-67338-3_5
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:sprchp:978-3-030-67338-3_5. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.