Establishing and developing strategic relationships - the role for operations managers
Johnston, Robert and Staughton, Roy. (2009) Establishing and developing strategic relationships - the role for operations managers. International Journal of Operations and Production Management, Vol.29 (No.6). pp. 564-590. ISSN 0144-3577
WRAP_Johnston_wbs-291109-johnston_and_staughton_2009.pdf - Requires a PDF viewer such as GSview, Xpdf or Adobe Acrobat Reader
Official URL: http://dx.doi.org/10.1108/01443570910957564
Purpose – The objectives of this paper are, first to identify, from the literature, the key themes in the management of strategic relationships, second to apply those themes to understand how exemplary organisations establish and develop strategic relationships and third to determine the role of operations managers in this process.
Design/methodology/approach – This empirically based research comprised four phases; interviews with managers to identify exemplars, interviews with managers from 27 organisations, data analysis and testing of the findings.
Findings – From a theoretical point of view, a revised definition of strategic relationships has been proposed. Many previously disparate elements of relationships have been brought together into seven dimensions of strategic relationships. The scope and nature of exemplary relationships have been captured within each of these dimensions identifying 24 elements, and suggested the key roles for operations managers in establishing and developing their strategic business relationships.
Research limitations/implications – This research has responded to the call to help operations managers understand the skill sets required to help them establish and develop strategic business relationships. It has contributed to the growing literature on business relationships and also provided practical guidance for operations managers. The research has a number of inherent weaknesses including the interpretative nature of the analysis and that the interviews were only carried out with one party to the exemplary relationships. The focus of the research was limited to exemplary strategic relationships and the study was conducted in one sector, though a range of types of organisations were involved.
Practical implications – From a practitioner perspective, the outputs from the research have been summarised into a number of guidelines which flesh out the role for operations managers looking to identify, establish, evaluate or strengthen their role in establishing and developing strategic business relationships.
Originality/value – The paper provides an original and detailed perspective into the nature of strategic business relationships, irrespective of their position in the supply chain, and identifies how such relationships can be established and developed.
|Item Type:||Journal Article|
|Subjects:||H Social Sciences > HD Industries. Land use. Labor|
|Divisions:||Faculty of Social Sciences > Warwick Business School|
|Library of Congress Subject Headings (LCSH):||Business logistics -- Research, Strategic alliances (Business), Strategic planning, Business planning|
|Journal or Publication Title:||International Journal of Operations and Production Management|
|Publisher:||Emerald Group Publishing Ltd.|
|Official Date:||June 2009|
|Page Range:||pp. 564-590|
|Access rights to Published version:||Open Access|
Bennett, J., Jayes, S. (1995), Trusting the Team, Reading Construction Forum, London, .
Bennett, J., Jayes, S. (1998), The Seven Pillars of Partnering, Reading Construction Forum, London, .
Black, C., Akintoye, A., Fitzgerald, E. (2000), "An analysis of success factors and benefits of partnering in construction", International Journal of Project Management, Vol. 18 No.6, pp.423-34.
Blois, K.J. (1999), "Trust in business to business relationships: an evaluation of its status", Journal of Management Studies, Vol. 36 No.2, pp.197-215.
Boddy, D., Macbeth, D. (2000), "Prescriptions for management change: a survey of their effects in projects to implement collaborative working between organisations", International Journal of Project Management, Vol. 18 No.5, pp.297-306.
Bresnen, M. (1996), "An organizational perspective on changing buyer-supplier relations: a critical review of the evidence", Organization, Vol. 3 No.1, pp.121-46.
Bresnen, M. (2007), "Deconstructing partnering in project-based organisation: seven pillars, seven paradoxes and seven deadly sins", International Journal of Project Management, Vol. 25 No.4, pp.365-74.
Bresnen, M., Marshall, N. (2000), "Partnering in construction: a critical review of issues, problems and dilemmas", Construction Management and Economics, Vol. 18 No.2, pp.229-37.
Bresnen, M., Marshall, N. (2002), "The engineering or evolution of co-operation? A tale of two partnering projects", International Journal of Project Management, Vol. 20 No.7, pp.497-505.
Buffa, E.S. (1976), Operations Management: The Management of Productive Systems, Wiley, New York, NY, .
Celuch, K.G., Bantham, J.H., Kasouf, C.J. (2006), "An extension of the marriage metaphor in buyer-seller relationships: an exploration of individual level process dynamics", Journal of Business Research, Vol. 59 No.5, pp.573-81.
Cooperrider, D.L., Srivastva, S. (1997), "Appreciative inquiry in organizational life", Research in Organizational Change and Development, Vol. 1 pp.129-69.
Cooperrider, D.L., Whitney, D. (2005), Appreciative Inquiry: A Positive Revolution in Change, Berrett-Koehler, San Francisco, CA, .
Coughlan, P., Coghlan, D., Lombard, F., Brennan, L., McNichols, T., Nolan, R. (2003), "Managing collaborative relationships in a period of discontinuity", International Journal of Operations & Production Management, Vol. 23 No.10, pp.1246-59.
Cousins, P.D. (2005), "The alignment of appropriate firm and supply strategies for competitive advantage", International Journal of Operations & Production Management, Vol. 25 No.5, pp.403-28.
Cowan, C., Gray, C., Larson, E. (1992), "Project partnering", Project Management Journal, Vol. 22 No.4, pp.5-11.
Doz, Y.L., Hamel, G. (1998), Alliance Advantage: The Art of Creating Value through Partnering, Harvard Business School Press, Boston, MA, .
Dwyer, F.R., Schurr, P.H., Oh, S. (1987), "Developing buyer-seller relations", Journal of Marketing, Vol. 51 No.2, pp.11-28.
Dyer, J.H. (1997), "Effective interfirm collaboration: how firms minimize transaction costs and maximize transaction value", Strategic Management Journal, Vol. 18 No.7, pp.535-56.
Easton, G. (2002), "Industrial networks: a review", in Ford, D. (Eds),Understanding Business Marketing and Purchasing, 3rd ed., Thomson Learning, London, pp.123-44.
Easton, G., Araujo, L. (1985), "The network approach: an articulation", paper presented at 2nd Open IMP International Research Seminar, University of Uppsala, Uppsala, September, .
Egan, J. (1998), Rethinking Construction, Department of the Environment, Transport and Regions, London, .
Evans, J.R., Berman, B. (2001), "Conceptualizing and operationalizing the business-to-business value chain", Industrial Marketing Management, Vol. 30 No.2, pp.135-48.
Fitzsimmons, J.A., Fitzsimmons, M.J. (2006), Service Management, 5th ed., McGraw-Hill, New York, NY, .
Ford, D., Gadde, L.-E., Håkansson, H., Snehota, I. (2003), Managing Business Relationships, 2nd ed., Wiley, Chichester, .
Fynes, B., Voss, C., de Búrca, S. (2005), "The impact of supply chain relationship dynamics on manufacturing performance", International Journal of Operations & Production Management, Vol. 25 No.1, pp.6-19.
Gardner, J., Cooper, M.C. (1988), "Elements of strategic partnerships", in McKeon, J.E. (Eds),Partnerships: A Natural Evolution in Logistics, Results and Proceedings of the 1988 Logistics Resource Forum, Leaseway Transportation Corporation and The Ohio State University, Cleveland, OH, pp.15-31.
Giannakis, M. (2008), "Facilitating learning and knowledge transfer through supplier development", Supply Chain Management, Vol. 13 No.1, pp.62-72.
[Manual request] [Infotrieve
Giunipero, L., Handfield, R.B., Eltantawy, R. (2006), "Supply management's evolution: key skill sets for the supply manager of the future", International Journal of Operations & Production Management, Vol. 26 No.7, pp.822-44.
Goold, M., Campbell, A. (2003), "Structured networks: towards the well-designed matrix", Long Range Planning, Vol. 36 No.5, pp.427-39.
Gulati, R. (1998), "Alliances and networks", Strategic Management Journal, Vol. 19 No.4, pp.293-317.
Håkansson, H., Snehota, I. (2002), "Analysing business relationships", in Ford, D. (Eds),Understanding Business Marketing and Purchasing, 3rd ed., Thomson Learning, London, pp.162-82.
Henderson, J.C. (1990), "Plugging into strategic partnerships: the critical IS connection", Sloan Management Review, Vol. 31 No.3, pp.7-18.
Howard, M., Squire, B. (2007), "Modularization and the impact on supply relationships", International Journal of Operations & Production Management, Vol. 27 No.11, pp.1192-212.
Hutt, M.D., Stafford, E.R., Walker, B.A., Reingen, P.H. (2000), "Defining the social network of a strategic alliance", MIT Sloan Management Review, Vol. 41 No.2, pp.51-62.
Johnston, D.A., McCutcheon, D.M., Stuart, F.I., Kerwood, H. (2004), "Effects of supplier trust on performance of cooperative supplier relationships", Journal of Operations Management, Vol. 22 No.1, pp.23-38.
Kalwani, M.U., Narakesari, N. (1995), "Long-term manufacturer-supplier relationships: do they pay off for supplier firms?", Journal of Marketing, Vol. 59 No.1, pp.1-16.
[Manual request] [Infotrieve]
Kanter, R.M. (1994), "Collaborative advantage", Harvard Business Review, Vol. 72 No.4, pp.96-108.
Kelly, M.J., Schaan, J.-L., Joncas, H. (2002), "Managing alliance relationships: key challenges in the early stages of collaboration", R&D Management, Vol. 32 No.1, pp.11-22.
Koza, M.P., Lewin, A.Y. (1998), "The co-evolution of strategic alliances", Organization Science, Vol. 9 No.3, pp.255-64.
Larson, E. (1995), "Project partnering: results of study of 280 construction projects", Journal of Management in Engineering, Vol. 11 No.2, pp.30-5.
Latham, M. (1994), Constructing the Team, Department of the Environment, London, .
Lorenzoni, G., Baden-Fuller, C. (1995), "Creating a strategic center to manage a web of partners", California Management Review, Vol. 37 No.3, pp.146-63.
Lorenzoni, G., Lipparini, A. (1999), "The leveraging of interfirm relationships as a distinctive organisational capability: a longitudinal study", Strategic Management Journal, Vol. 20 No.4, pp.317-37.
Mohr, J., Spekman, R. (1994), "Characteristics of partnership success: partnership attributes, communication behaviour, and conflict resolution techniques", Strategic Management Journal, Vol. 15 No.2, pp.135-52.
Monczka, R.M., Trent, R., Handfield, R. (2004), Purchasing and Supply Chain Management, 3rd ed., Southwestern College Publishing, Cincinnati, OH, .
Morgan, R.M., Hunt, S.D. (1994), "The commitment-trust theory of relationship marketing", Journal of Marketing, Vol. 58 No.2, pp.20-38.
Naudé, P., Turnbull, P.W. (1998), Network Dynamics in International Marketing, Elsevier Science, Oxford, .
Phua, F.T.T., Rowlinson, S. (2003), "Cultural differences as an explanatory variable for adversarial attitudes in the construction industry: the case of Hong Kong", Construction Management & Economics, Vol. 21 No.7, pp.777-85.
Robicheaux, R.A., Coleman, J.E. (1994), "The structure of marketing channel relationships", Journal of the Academy of Marketing Science, Vol. 22 No.1, pp.38-51.
Roxenhall, T., Ghauri, P. (2004), "Use of the written contract in long-lasting business relationships", Industrial Marketing Management, Vol. 33 pp.261-8.
Shaw, P. (2002), Changing Conversations in Organisations. A Complexity Approach to Change, Routledge, London, .
Sleuwaegen, L., Schep, K., den Hartog, G., Commandeur, H. (2003), "Value creation and the alliance experiences of Dutch companies", Long Range Planning, Vol. 36 No.6, pp.533-42.
Spekman, R.E., Forbes, T.M., Isabella, L.A., MacAvoy, T.C. (1998), "Alliance management: a view from the past and a look at the future", Journal of Management Studies, Vol. 35 No.6, pp.742-7.
Stafford, E.R. (1994), "Using co-operative strategies to make alliances work", Long Range Planning, Vol. 27 No.3, pp.64-74.
Staughton, R., Johnston, R. (2005), "Operational performance gaps in business relationships", International Journal of Operations & Production Management, Vol. 25 No.4, pp.320-32.
Taylor, A. (2005), "An operations perspective on strategic alliance success factors", International Journal of Operations & Production Management, Vol. 25 No.5, pp.469-90.
Turnbull, P., Ford, D., Cunningham, M. (2002), "Interaction, relationships and networks in business markets: an evolving perceptive", in Ford, D. (Eds),Understanding Business Marketing and Purchasing, 3rd ed., Thomson Learning, London, pp.3-18.
Wild, R. (1980), Production and Operations Management, Holt, Rinehart and Winston, London, .
Wilkinson, I.F., Young, L.C. (2002), "Business dancing – the nature and role of interfirm relations in business strategy", in Ford, D. (Eds),Understanding Business Marketing and Purchasing, 3rd ed., Thomson Learning, London, pp.107-19.
Williamson, O.E. (1996), "Economic organization: the case for candor", Academy of Management Review, Vol. 21 No.1, pp.48-57.
Williamson, O.E. (2008), "Outsourcing: transaction cost economics and supply chain management", Journal of Supply Chain Management, Vol. 44 No.2, pp.5-16.
Wuyts, S.H.K., Geyskens, I. (2005), "The formation of buyer-supplier relationships: detailed contract drafting and close partner selection", Journal of Marketing, Vol. 69 No.4, pp.103-17.
Actions (login required)
Downloads per month over past year