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Determining quality of business-to-business relationships: A study of Indian IT-enabled service providers

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  • Lahiri, Somnath
  • Kedia, Ben L.

Abstract

Summary What factors determine quality of inter-firm relationships involving cross-border sourcing of information-technology enabled services (ITES)? This paper addresses this heretofore underexamined question by drawing on the relationship-focused and global sourcing literature and employing a multi-method research technique. Analysis of qualitative and quantitative data collected from the top executives of Indian ITES industry suggest that perceptual evaluation of (i) three intangible firm assets (employee, organization, and management-related), and (ii) recent firm performance positively impact relationship quality. Based on the empirical findings we discuss implications for theory and practice and provide directions for future research.

Suggested Citation

  • Lahiri, Somnath & Kedia, Ben L., 2011. "Determining quality of business-to-business relationships: A study of Indian IT-enabled service providers," European Management Journal, Elsevier, vol. 29(1), pages 11-24, February.
    • Handle: RePEc:eee:eurman:v:29:y:2011:i:1:p:11-24
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    Citations

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    Cited by:

    1. Raman, Revti & Chadee, Doren & Roxas, Banjo & Michailova, Snejina, 2013. "Effects of Partnership Quality, Talent Management, and Global Mindset on Performance of Offshore IT Service Providers in India," Journal of International Management, Elsevier, vol. 19(4), pages 333-346.
    2. Tomás F. Espino-Rodríguez & Juan Carlos Ramírez-Fierro, 2018. "Outsourcing Performance in Hotels: Evaluating Partnership Quality," Sustainability, MDPI, vol. 10(8), pages 1-19, August.
    3. Sharma, Revti Raman, 2019. "Cultural Intelligence and Institutional Success: The Mediating Role of Relationship Quality," Journal of International Management, Elsevier, vol. 25(3), pages 1-1.
    4. Xian Liu & Wenyu Wang & Yiyi Su, 2022. "Leveraging Complementary Resources through Relational Capital to Improve Alliance Performance under an Uncertain Environment: A Moderated Mediation Analysis," Sustainability, MDPI, vol. 15(1), pages 1-16, December.
    5. Doren Chadee & Revti Raman Sharma & Banjo Roxas, 2017. "Linking and leveraging resources for innovation and growth through collaborative value creation: A study of Indian OSPs," Asia Pacific Journal of Management, Springer, vol. 34(4), pages 777-797, December.
    6. Chang, Woojung & Ellinger, Alexander E. & Kim, Kyoungmi (Kate) & Franke, George R., 2016. "Supply chain integration and firm financial performance: A meta-analysis of positional advantage mediation and moderating factors," European Management Journal, Elsevier, vol. 34(3), pages 282-295.
    7. Börjeson, Love, 2015. "Interorganizational situations – An explorative typology," European Management Journal, Elsevier, vol. 33(3), pages 191-200.
    8. Upadhyayula, Rajesh & Karthik, D. & Karna, Amit, 2015. "Role of Clusters and Certification in the Internationalization of Offshoring Service Providers from Emerging Markets: A Study of Indian IT firms," IIMA Working Papers WP2015-03-35, Indian Institute of Management Ahmedabad, Research and Publication Department.
    9. Chen Qian & Stefan Seuring & Ralf Wagner, 2021. "Reviewing interfirm relationship quality from a supply chain management perspective," Management Review Quarterly, Springer, vol. 71(3), pages 625-650, July.

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