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A framework for monitoring relational quality in B2B technology partnerships

Listed author(s):
  • Francis Bidault

    (ESMT European School of Management and Technology)

  • Manfred Lüth

    (University of Nice)

  • Olaf Plötner

    (ESMT European School of Management and Technology)

Registered author(s):

    The 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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    Paper provided by ESMT European School of Management and Technology in its series ESMT Research Working Papers with number ESMT-09-008.

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    Length: 24 pages
    Date of creation: 01 Dec 2009
    Publication status: Published in ESMT Homepage
    Handle: RePEc:esm:wpaper:esmt-09-008
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