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Paper info: Business Relationships and the Impact of Political, Competitive and Intermediary Connections

Title


Business Relationships and the Impact of Political, Competitive and Intermediary Connections

Authors


Amjad Hadjikhani
Uppsala University
Sweden
Amjad Hadjikhani , Jan Johanson and Peter Thilenius

Place of Publication


The paper was published at the 24th IMP-conference in Uppsala, Sweden in 2008.

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Abstract


In further developing the notion of business actors in the distributive channel, the study integrates competitors, political and intermediary units to investigate if and how they have their impacts on focal businesses. In this construction, business relationship function is exposed to be interrelated to connected business and other actors which are directly or indirectly interdependent. The argument is driven by the notion that actors, like competitors, intermediaries and political units, can generate uncertainty for the core business relationships. In order to achieve a deeper understanding, the study develops a conceptual view which contains the two key relationship concepts of commitment and trust (Morgan and Hunt, 1994). Stressing on business network theory, the papercontends to study the influence of different type business and non-business connections on focal business. The empirical study is based on a survey which contains extensive interviews with 354 firms' relationships. To reach this the paper constructs a LISREL model to test the hypothesis.Knowledge on the impact of these units can aid business firms when developing strategies towards these units. Including uncertainties sources like intermediary and political relationship may provide a more reliable picture of the firms' behavior in business network.
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