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Paper info: Self and Collective Interest in Business Relationships


Self and Collective Interest in Business Relationships


Chris Medlin
University of Adelaide
Chris Medlin

Place of Publication

The paper was published at the 21st IMP-conference in Rotterdam, Netherlands in 2005.


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Business relationships are based on interaction, where the parties undertake collaborative activities inpursuit of self-interest. This entwinement of self and collective interest provides a partial understandingof the dynamic underlying business relationships.This paper examines the association between relationship performance, a collective outcome, and theindependent self-interest constructs of a firm’s economic goals for joining a relationship, and resourceefficiency through ties. A study based on a sample of business software firms finds strongassociations between these constructs, with results presented as a structural equation model. Thefinal sections of the paper discuss the research and managerial implications.