Organizational Culture and Relationship Skills

S. Beugelsdijk, C.I. Koen, N.G. Noorderhaven

Research output: Working paperDiscussion paperOther research output

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Abstract

While both the strategic management and the network literature recognize the importance of inter-firm relationships for explaining competitive advantage, the question why firms differ in their ability to benefit from these relationships is rarely addressed.This paper aims to begin to fill this gap in the literature. We argue that organizational culture is an important factor influencing the relationship skills of a firm, defined as a firm s ability to manage its ties with other firms, whether these are customers, suppliers, or service providers. We assume relationship skills to be especially relevant for the formation and maintenance of close and durable transaction ties.We test our model on a dataset of 127 Dutch inter-firm relations and find general support.Specifically, we find that firms with organizational cultures characterized by an orientation towards stability and predictability, a positive orientation towards innovation, and not characterized by a strong focus on immediate results, score high on relationship skills.Relationship skills, in turn, are found to have a positive influence on the outcomes of inter-firm relationships in terms of learning, achieving innovations and gaining new contacts, but not in terms of immediate (financial) results.
Original languageEnglish
Place of PublicationTilburg
PublisherOrganization
Number of pages51
Volume2004-13
Publication statusPublished - 2004

Publication series

NameCentER Discussion Paper
Volume2004-13

Fingerprint

Organizational culture
Innovation
Interfirm relationships
Competitive advantage
Financial result
Predictability
Service provider
Influencing factors
Durables
Strategic management
Inter-firm relations
Suppliers

Keywords

  • corporate culture
  • interorganizational relations
  • networks
  • strategic management
  • stability
  • alliance
  • Netherlands

Cite this

Beugelsdijk, S., Koen, C. I., & Noorderhaven, N. G. (2004). Organizational Culture and Relationship Skills. (CentER Discussion Paper; Vol. 2004-13). Tilburg: Organization.
Beugelsdijk, S. ; Koen, C.I. ; Noorderhaven, N.G. / Organizational Culture and Relationship Skills. Tilburg : Organization, 2004. (CentER Discussion Paper).
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Beugelsdijk, S, Koen, CI & Noorderhaven, NG 2004 'Organizational Culture and Relationship Skills' CentER Discussion Paper, vol. 2004-13, Organization, Tilburg.

Organizational Culture and Relationship Skills. / Beugelsdijk, S.; Koen, C.I.; Noorderhaven, N.G.

Tilburg : Organization, 2004. (CentER Discussion Paper; Vol. 2004-13).

Research output: Working paperDiscussion paperOther research output

TY - UNPB

T1 - Organizational Culture and Relationship Skills

AU - Beugelsdijk, S.

AU - Koen, C.I.

AU - Noorderhaven, N.G.

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PY - 2004

Y1 - 2004

N2 - While both the strategic management and the network literature recognize the importance of inter-firm relationships for explaining competitive advantage, the question why firms differ in their ability to benefit from these relationships is rarely addressed.This paper aims to begin to fill this gap in the literature. We argue that organizational culture is an important factor influencing the relationship skills of a firm, defined as a firm s ability to manage its ties with other firms, whether these are customers, suppliers, or service providers. We assume relationship skills to be especially relevant for the formation and maintenance of close and durable transaction ties.We test our model on a dataset of 127 Dutch inter-firm relations and find general support.Specifically, we find that firms with organizational cultures characterized by an orientation towards stability and predictability, a positive orientation towards innovation, and not characterized by a strong focus on immediate results, score high on relationship skills.Relationship skills, in turn, are found to have a positive influence on the outcomes of inter-firm relationships in terms of learning, achieving innovations and gaining new contacts, but not in terms of immediate (financial) results.

AB - While both the strategic management and the network literature recognize the importance of inter-firm relationships for explaining competitive advantage, the question why firms differ in their ability to benefit from these relationships is rarely addressed.This paper aims to begin to fill this gap in the literature. We argue that organizational culture is an important factor influencing the relationship skills of a firm, defined as a firm s ability to manage its ties with other firms, whether these are customers, suppliers, or service providers. We assume relationship skills to be especially relevant for the formation and maintenance of close and durable transaction ties.We test our model on a dataset of 127 Dutch inter-firm relations and find general support.Specifically, we find that firms with organizational cultures characterized by an orientation towards stability and predictability, a positive orientation towards innovation, and not characterized by a strong focus on immediate results, score high on relationship skills.Relationship skills, in turn, are found to have a positive influence on the outcomes of inter-firm relationships in terms of learning, achieving innovations and gaining new contacts, but not in terms of immediate (financial) results.

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KW - interorganizational relations

KW - networks

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KW - stability

KW - alliance

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BT - Organizational Culture and Relationship Skills

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Beugelsdijk S, Koen CI, Noorderhaven NG. Organizational Culture and Relationship Skills. Tilburg: Organization. 2004. (CentER Discussion Paper).