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The Nature and Change of Bonds in Industrial Business Relationships

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dc.contributor Svenska handelshögskolan, Institutionen för marknadsföring, marknadsföring sv
dc.contributor Swedish School of Economics and Business Administration, Department of Marketing, Marketing en
dc.contributor.author Wendelin, Robert
dc.date.accessioned 2011-03-02T13:48:17Z
dc.date.available 2011-03-02T13:48:17Z
dc.date.issued 2004-09-24
dc.identifier.isbn 951-555-849-2
dc.identifier.uri http://hdl.handle.net/10227/106
dc.identifier.uri URN:ISBN:951-555-849-2
dc.description.abstract A focus on cooperative industrial business relationships has become increasingly important in studies of industrial relationships. If the relationships between companies are strong it is usually a sign that companies will cooperate for a longer time and that may affect companies’ competitive and financial strength positively. As a result the bonds between companies become more important. This is due to the fact that bonds are building blocks of relationships and thus affect the stability in the cooperation between companies. Bond strength affect relationship strength. A framework regarding how bonds develop and change in an industrial business relationship has been developed in the study. Episodes affect the bonds in the relationship strengthening or weakening the bonds in the relationship or preserving status quo. Routine or critical episodes may lead to the strengthening or weakening of bonds as well as the preservation of status quo. The method used for analyzing bond strength trying to grasp the nature and change of bonds was invented by systematically following the elements of the definitions of bonds. A system with tables was drawn up in order to find out if the bond was weak, of medium strength or strong. Bonds are important regulators of industrial business relationships. By influencing the bonds one may have possibilities to strengthen or weaken the business relationship. Strengthen the business relationship in order to increase business and revenue and weaken the relationship in order to terminate business where the revenue is low or where there may be other problems in the relationship. By measuring the strength of different bonds it can be possible to strengthen weak bonds in order to strengthen the relationship. By using bond management it is possible to strategically strengthen or weaken the bonds between the cooperating companies in order to strengthen the cooperation and tie the customer or supplier to the company or weaken the cooperation in order to terminate the relationship. The instrument for the management of bonds is to use the created bond audit in order to know which bonds resources should be focused on in order to increase or decrease their strength. fi
dc.format.extent 1837 bytes
dc.format.extent 4608190 bytes
dc.format.mimetype text/plain
dc.format.mimetype application/pdf
dc.language.iso en
dc.publisher Svenska handelshögskolan sv
dc.publisher Swedish School of Economics and Business Administration en
dc.relation.ispartofseries Economics and Society
dc.relation.ispartofseries 134
dc.rights Publikationen är skyddad av upphovsrätten. Den får läsas och skrivas ut för personligt bruk. Användning i kommersiellt syfte är förbjuden. sv
dc.rights This publication is copyrighted. You may download, display and print it for Your own personal use. Commercial use is prohibited. en
dc.rights Julkaisu on tekijänoikeussäännösten alainen. Teosta voi lukea ja tulostaa henkilökohtaista käyttöä varten. Käyttö kaupallisiin tarkoituksiin on kielletty. fi
dc.subject bonds fi
dc.subject bond strength fi
dc.subject bond stability fi
dc.subject episodes fi
dc.subject relationship fi
dc.subject concrete bonds fi
dc.subject abstract bonds fi
dc.subject core bonds fi
dc.subject support bonds fi
dc.subject change fi
dc.subject nature fi
dc.subject truck producing industry fi
dc.subject.other Marketing fi
dc.title The Nature and Change of Bonds in Industrial Business Relationships fi
dc.type.ontasot Doctoral thesis en
dc.type.ontasot Väitöskirja fi
dc.type.ontasot Doktorsavhandling sv
dc.type.dcmitype Text
dc.date.accepted 2004-10-04

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