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Enabling relationship structures and relationship performance improvement: The moderating role of relational capital
University of Vaasa, Department of Management.
University of Vaasa, Department of Management.
Manchester Business School.
Manchester Business School.
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2012 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 41, no 8, p. 1298-1309Article in journal (Refereed) Published
Abstract [en]

Based on data from 248 asymmetric subcontractor-customer relationships in Finland, this study analyzes the direct impact of relationship structures, relational capital, and the subcontractor's relationship-specific investments on the improvement of operational relationship performance. In addition, the study investigates the moderating role of relational capital on the links between relationship structures, relationship-specific investments, and relationship performance improvement. We found that both relational capital and relationship-specific investments directly affect the relationship performance improvement, while relationship structures do not. However, relational capital positively moderates the link between relationship structures and relationship performance improvement by creating enabling structures. Thus, our findings contribute to the existing literature and discussion on enabling organizational and relationship structures by demonstrating how relational capital changes the role and impact of relationship structures

Place, publisher, year, edition, pages
2012. Vol. 41, no 8, p. 1298-1309
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Other Engineering and Technologies not elsewhere specified
Research subject
Entrepreneurship and Innovation
Identifiers
URN: urn:nbn:se:ltu:diva-5950DOI: 10.1016/j.indmarman.2012.08.001Local ID: 424386b5-dc27-4073-820e-f8510a71ebcbOAI: oai:DiVA.org:ltu-5950DiVA, id: diva2:978826
Note
Upprättat; 2012; 20140925 (andbra)Available from: 2016-09-29 Created: 2016-09-29 Last updated: 2017-11-24Bibliographically approved

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