{"title":"Relationship management for recurrent project value creation","authors":"Nelli Theyel , Gregory Theyel","doi":"10.1016/j.jengtecman.2023.101769","DOIUrl":null,"url":null,"abstract":"<div><p>This paper investigates how firms can be the most effective at relationship management to create initial and long-term, recurrent project value. The paper uses qualitative data from in-depth interviews to analyse the project experience of a multinational firm with its strategic partners to better understand inter-firm relationship success. The analysis shows that complementary resources and knowledge sharing are necessary, but not sufficient for value creation from inter-firm relationships, and competitive alignment is introduced to differentiate between the successful and less successful relationships. The research shows the importance of defining competitive alignment during the negotiation process and sustaining it throughout each relationship cycle in order to create long-term value. In addition, practitioners can learn how to exploit formal control mechanisms to incentivize competitive alignment with their external partners.</p></div>","PeriodicalId":50209,"journal":{"name":"Journal of Engineering and Technology Management","volume":null,"pages":null},"PeriodicalIF":3.7000,"publicationDate":"2023-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":"0","resultStr":null,"platform":"Semanticscholar","paperid":null,"PeriodicalName":"Journal of Engineering and Technology Management","FirstCategoryId":"91","ListUrlMain":"https://www.sciencedirect.com/science/article/pii/S0923474823000395","RegionNum":3,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":null,"EPubDate":"","PubModel":"","JCR":"Q2","JCRName":"BUSINESS","Score":null,"Total":0}
引用次数: 0
Abstract
This paper investigates how firms can be the most effective at relationship management to create initial and long-term, recurrent project value. The paper uses qualitative data from in-depth interviews to analyse the project experience of a multinational firm with its strategic partners to better understand inter-firm relationship success. The analysis shows that complementary resources and knowledge sharing are necessary, but not sufficient for value creation from inter-firm relationships, and competitive alignment is introduced to differentiate between the successful and less successful relationships. The research shows the importance of defining competitive alignment during the negotiation process and sustaining it throughout each relationship cycle in order to create long-term value. In addition, practitioners can learn how to exploit formal control mechanisms to incentivize competitive alignment with their external partners.
期刊介绍：
The Journal of Engineering and Technology Management (JET-M) is an international scholarly refereed research journal which aims to promote the theory and practice of technology, innovation, and engineering management.
The journal links engineering, science, and management disciplines. It addresses the issues involved in the planning, development, and implementation of technological capabilities to shape and accomplish the strategic and operational objectives of an organization. It covers not only R&D management, but also the entire spectrum of managerial concerns in technology-based organizations. This includes issues relating to new product development, human resource management, innovation process management, project management, technological fusion, marketing, technological forecasting and strategic planning.
The journal provides an interface between technology and other corporate functions, such as R&D, marketing, manufacturing and administration. Its ultimate goal is to make a profound contribution to theory development, research and practice by serving as a leading forum for the publication of scholarly research on all aspects of technology, innovation, and engineering management.
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