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The Efficacy of Relational Governance and Value-Creating Relational Investments in Revenue Enhancement in Supplier–Buyer Relationships

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New Developments in the Theory of Networks

Part of the book series: Contributions to Management Science ((MANAGEMENT SC.))

Abstract

The paper integrates and extends insights from relational exchange theory and value exchange model to discuss the efficacy of relational governance and value-creating relational investments to affect certain revenue-enhancing (relational) behaviours. It is postulated that value-creating relational investments made in a highly relational environment successful enough to engender high relationship quality (manifested through total partner satisfaction and inter-organizational trust) result in higher interorganizational commitment. This commitment ultimately translates into superior performance of the focal firm since partners exhibit revenue-enhancing behaviours like longevity of relationship, increased business share, positive word-of-mouth and reduced partial defection. It is further argued that the dynamics of model may vary across different phases of relationship life cycle and are moderated by the nodes’ relational polygamy.

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  1. Centre for Business Studies, University of Vienna, Brünner Straße 72, A-1210, Vienna, Austria

    Rudolf Vetschera

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  1. Muhammad Zafar Yaqub
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  1. , School of Business and Economics, University of Jyväskylä, MaE, Jyväskylä, 40014, Finland

    Mika Tuunanen

  2. Fak. Sozial-u.Wirtschaftswiss., Inst. BWL / LS Organisation, Universität Wien, Brünner Str. 72, Wien, 1210, Austria

    Josef Windsperger

  3. Centre Recherche en Economic et, Management (CREM), Universite de Rennes 1, rue Jean Macé 11, Rennes CX, 35708, France

    Gérard Cliquet

  4. School of Management, Erasmus University Rotterdam, Burg. Oudlaan 50, Rotterdam, 3000 DR, Netherlands

    George Hendrikse

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Yaqub, M.Z., Vetschera, R. (2011). The Efficacy of Relational Governance and Value-Creating Relational Investments in Revenue Enhancement in Supplier–Buyer Relationships. In: Tuunanen, M., Windsperger, J., Cliquet, G., Hendrikse, G. (eds) New Developments in the Theory of Networks. Contributions to Management Science. Physica, Heidelberg. https://doi.org/10.1007/978-3-7908-2615-9_13

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