A Framework for Monitoring Relational Quality in B2B Technology Partnerships
AbstractThe purpose of this paper is to propose a framework for the monitoring of new technology introduction in a B2B environment. We focus on B2B environments, i.e. on projects where a new technological solution is implemented (and often jointly developed) with a client being either a company or an organization. In such a situation, where a supplier and its client agree to implement a new technology, both are exposed to a risk. The management of these risks can be handled through a couple of approaches: control or trust. The management literature has put a lot of attention on these two modes that play an important role because they drive the quality of the relationship between partners. We will explore their respective roles and build a methodology to monitor them along the life of a buyer-supplier relationship aiming at implementing new technology.
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Bibliographic InfoPaper provided by ESMT European School of Management and Technology in its series ESMT Research Working Papers with number ESMT-09-008.
Length: 24 pages
Date of creation: 01 Dec 2009
Date of revision:
Publication status: Published in ESMT Homepage
technology partnerships; trust; relational quality;
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- M19 - Business Administration and Business Economics; Marketing; Accounting - - Business Administration - - - Other
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