Using 'interpersonal relational competence' to improve inter-firm partnership performance

David M. Gray

Research output: Chapter in Book/Report/Conference proceedingConference proceeding contributionpeer-review

Abstract

This paper analyses the influence of ‘interpersonal relational competence’ on the performance of inter-firm relationships within the context of a survey of 163 Australian based business-to-business partnerships. The findings show that ‘interpersonal relational competence’ has a direct and positive influence on partner communication behaviour’, profitability of the partnership and in part the competitive advantage of the firm. The findings also suggest a positive and indirect relationship between ‘interpersonal relational competence’ and the accumulated equity or ‘relational capital’ of the partners, which is mediated by ‘communication behaviour’. In turn, the findings show that ‘relational capital’ has a direct and positive influence on the ‘relational performance’ of the partnership.
Original languageEnglish
Title of host publicationANZMAC 2007
Subtitle of host publicationproceedings : 3Rs - reputation, responsibility and relevance
EditorsMaree Thyne, Kenneth R. Deans, Juergen Gnoth
Place of PublicationDunedin, N.Z.
PublisherUniversity of Otago
Pages3399-3406
Number of pages8
ISBN (Print)9781877156299
Publication statusPublished - 2007
EventAustralian and New Zealand Marketing Academy Conference (2007) - Dunedin, New Zealand
Duration: 3 Dec 20075 Dec 2007

Conference

ConferenceAustralian and New Zealand Marketing Academy Conference (2007)
CityDunedin, New Zealand
Period3/12/075/12/07

Keywords

  • Relational Competence, Inter-firm Partnerships
  • relational competence
  • inter-firm partnerships

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