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

David M. Gray

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

David M. Gray

Department of Management

Research output: Chapter in Book/Report/Conference proceeding › Conference proceeding contribution › peer-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 language	English
Title of host publication	ANZMAC 2007
Subtitle of host publication	proceedings : 3Rs - reputation, responsibility and relevance
Editors	Maree Thyne, Kenneth R. Deans, Juergen Gnoth
Place of Publication	Dunedin, N.Z.
Publisher	University of Otago
Pages	3399-3406
Number of pages	8
ISBN (Print)	9781877156299
Publication status	Published - 2007
Event	Australian and New Zealand Marketing Academy Conference (2007) - Dunedin, New Zealand Duration: 3 Dec 2007 → 5 Dec 2007

Conference

Conference	Australian and New Zealand Marketing Academy Conference (2007)
City	Dunedin, New Zealand
Period	3/12/07 → 5/12/07

Keywords

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

Cite this

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title = "Using 'interpersonal relational competence' to improve inter-firm partnership performance",

abstract = "This paper analyses the influence of {\textquoteleft}interpersonal relational competence{\textquoteright} 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 {\textquoteleft}interpersonal relational competence{\textquoteright} has a direct and positive influence on partner communication behaviour{\textquoteright}, profitability of the partnership and in part the competitive advantage of the firm. The findings also suggest a positive and indirect relationship between {\textquoteleft}interpersonal relational competence{\textquoteright} and the accumulated equity or {\textquoteleft}relational capital{\textquoteright} of the partners, which is mediated by {\textquoteleft}communication behaviour{\textquoteright}. In turn, the findings show that {\textquoteleft}relational capital{\textquoteright} has a direct and positive influence on the {\textquoteleft}relational performance{\textquoteright} of the partnership.",

keywords = "Relational Competence, Inter-firm Partnerships, relational competence, inter-firm partnerships",

author = "Gray, {David M.}",

year = "2007",

language = "English",

isbn = "9781877156299",

pages = "3399--3406",

editor = "Maree Thyne and Deans, {Kenneth R.} and Juergen Gnoth",

booktitle = "ANZMAC 2007",

publisher = "University of Otago",

note = "Australian and New Zealand Marketing Academy Conference (2007) ; Conference date: 03-12-2007 Through 05-12-2007",

}

Using 'interpersonal relational competence' to improve inter-firm partnership performance. / Gray, David M.
ANZMAC 2007: proceedings : 3Rs - reputation, responsibility and relevance. ed. / Maree Thyne; Kenneth R. Deans; Juergen Gnoth. Dunedin, N.Z.: University of Otago, 2007. p. 3399-3406.

Research output: Chapter in Book/Report/Conference proceeding › Conference proceeding contribution › peer-review

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AU - Gray, David M.

PY - 2007

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N2 - 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.

AB - 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.

KW - Relational Competence, Inter-firm Partnerships

KW - relational competence

KW - inter-firm partnerships

M3 - Conference proceeding contribution

SN - 9781877156299

SP - 3399

EP - 3406

BT - ANZMAC 2007

A2 - Thyne, Maree

A2 - Deans, Kenneth R.

A2 - Gnoth, Juergen

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CY - Dunedin, N.Z.

T2 - Australian and New Zealand Marketing Academy Conference (2007)

Y2 - 3 December 2007 through 5 December 2007

ER -

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

Abstract

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Keywords

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