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A framework for monitoring relational quality in B2B technology partnerships

Author

Listed:
  • Francis Bidault

    (ESMT European School of Management and Technology)

  • Manfred Lüth

    (University of Nice)

  • Olaf Plötner

    (ESMT European School of Management and Technology)

Abstract

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.

Suggested Citation

  • Francis Bidault & Manfred Lüth & Olaf Plötner, 2009. "A framework for monitoring relational quality in B2B technology partnerships," ESMT Research Working Papers ESMT-09-008, ESMT European School of Management and Technology.
    • Handle: RePEc:esm:wpaper:esmt-09-008
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    More about this item

    Keywords

    technology partnerships; trust; relational quality;
    All these keywords.

    JEL classification:

    • M19 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Business Administration - - - Other

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