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Development of a Validated Scoring Instrument for Businesses to Help Measure Negotiation Styles in Business Partnerships
eBook
ISBN/EAN: 9783638274302
Umbreit-Nr.: 6805262
Sprache:
Englisch
Umfang: 120 S., 2.54 MB
Format in cm:
Einband:
Keine Angabe
Erschienen am 06.05.2004
Auflage: 1/2004
E-Book
Format: PDF
DRM: Nicht vorhanden
- Zusatztext
- Diploma Thesis from the year 2003 in the subject Business economics - Business Management, Corporate Governance, grade: 1,3 (A), RWTH Aachen University (International Economy / School of Marketing), language: English, abstract: Over the last years the number of business partnerships has increased significantly (e.g., Edenand Huxham, 2001; Mohr and Spekman, 1994; Teegen and Doh, 2002). There are variousdrivers for this kind of strategic re-orientation among companies. Whereas companies havepreviously relied on profitability of protected home markets, the changed economic climate1has fostered collaboration between them (Bleeke and Ernst, 1993). Firms collaborate to masterthe challenges caused by these changes. At the same time they benefit from better accessto new markets, pooling or swapping technology, sharing of risks, larger economies of scalein joint research and/or production, and economies of scope (e.g., Contractor and Lorange,1988; Lorange and Roos, 1991).Business partnerships can be defined as purposive strategic relationships between independentfirms who share compatible goals, strive for mutual benefit, and acknowledge a high level ofmutual interdependency (Mohr and Spekman, 1994, p. 135). Examples of organizationalforms which support this kind of cooperation are strategic alliances, joint ventures, licenceagreements, research and development (R&D) partnerships, and franchising (e.g., Borys andJemison, 1989; Ring and Van de Ven, 1992).Ring and Van de Ven (1994) explain that business partnerships emerge, evolve and dissolveover time. In spite of the benefits which business partnerships can contribute to a company'ssuccess, reported failure rates range between 30 and 70 percent (e.g., Bleeke and Ernst, 1993;Das and Teng, 2000; Visioni, 2002).Differences between collaborating companies in terms of aims, cultures, structures, procedures,languages, power, and accountabilities are said to make the effective management ofbusiness partnerships not easy and are admittedly unerringly negative influencing factors ontheir success (e.g., Eden and Huxham 2001). [...]1 e.g., emergence of intense global competition, economic integration among countries, formation of regionalmarkets, technological innovation, and shortening of product life cycles (cf. Olson and Singsuwan, 1997).2 Partnerships attributes are, for example, trust, interdependency, commitment, culture, cooperation, andcoordination.3 Communication behaviour: quality, participation, and information sharing.4 Conflict Resolution techniques: joint problem solving, persuasion, domination, and harsh words.
- Kurztext
- Diploma Thesis from the year 2003 in the subject Business economics - Business Management, Corporate Governance, grade: 1,3 (A), RWTH Aachen University (International Economy / School of Marketing), language: English, abstract: Over the last years the number of business partnerships has increased significantly (e.g., Edenand Huxham, 2001; Mohr ...