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A company’s relational strategy: Linkage between strategic choices, attributes, and outcomes

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  • Agnieszka Zakrzewska-Bielawska
  • Dagmara Lewicka

Abstract

Nowadays, the idea of firms’ atomization is rejected and companies are perceived as entities embedded in inter-organizational relationships and their configurations, including dyads and networks. The relational view in strategic management thus prompts research on a firm’s relational strategy. This paper taps this gap considering links between strategic choices and attributes of a company’s inter-organizational relationships, as well as the outcomes achieved by collaboration with different groups of stakeholders. We test the model based on research carried out on a representative sample of 400 enterprises operating in Poland and on international markets. The results of structural equation modeling show that 1) the outcomes of collaboration reflect market benefits and are dependent on the durability of the inter-organizational relationships and the heterogeneity of the supply chain relationships, 2) durability as an attribute of the relational strategy depends on the choice of how to create and appropriate value, and 3) in turn, the attribute of heterogeneity of the relational strategy depends on what type of partners are selected. Thereby, we deliver managerial implications on how to create a relational strategy to achieve a relational rent and better a company’s market position.

Suggested Citation

  • Agnieszka Zakrzewska-Bielawska & Dagmara Lewicka, 2021. "A company’s relational strategy: Linkage between strategic choices, attributes, and outcomes," PLOS ONE, Public Library of Science, vol. 16(7), pages 1-22, July.
    • Handle: RePEc:plo:pone00:0254531
    DOI: 10.1371/journal.pone.0254531
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    References listed on IDEAS

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    1. Håkansson, Håkan & Snehota, Ivan, 2006. "No business is an island: The network concept of business strategy," Scandinavian Journal of Management, Elsevier, vol. 22(3), pages 256-270, September.
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    1. Zakrzewska-Bielawska, Agnieszka & Czakon, Wojciech & Kraus, Sascha, 2023. "Relational orientation in B2B strategies: Measurement scale development and validation," Journal of Business Research, Elsevier, vol. 160(C).
    2. Glinka, Beata & Glińska-Neweś, Aldona & Zakrzewska-Bielawska, Agnieszka, 2023. "A resource interaction perspective on resource use and development in migrant entrepreneur networks," Journal of Business Research, Elsevier, vol. 159(C).

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