A Framework for Monitoring Relational Quality in B2B Technology Partnerships

24 Pages Posted: 14 Dec 2009

See all articles by Francis Bidault

Francis Bidault

European School of Management and Technology (ESMT)

Manfred Lueth

TRUST TEC GmbH

Olaf Plötner

ESMT Customized Solutions

Date Written: December 1, 2009

Abstract

The purpose of this paper is to propose a framework for the monitoring of new technology introduction in a B2B environment. We focus on B2B environments, i.e. on projects where a new technological solution is implemented (and often jointly developed) with a client being either a company or an organization. In such a situation, where a supplier and its client agree to implement a new technology, both are exposed to a risk. The management of these risks can be handled through a couple of approaches: control or trust. The management literature has put a lot of attention on these two modes that play an important role because they drive the quality of the relationship between partners. We will explore their respective roles and build a methodology to monitor them along the life of a buyer-supplier relationship aiming at implementing new technology.

Keywords: technology partnerships, trust, relational quality

JEL Classification: M19

Suggested Citation

Bidault, Francis and Lueth, Manfred and Plötner, Olaf, A Framework for Monitoring Relational Quality in B2B Technology Partnerships (December 1, 2009). ESMT Working Paper No. 09-008. Available at SSRN: https://ssrn.com/abstract=1523261 or http://dx.doi.org/10.2139/ssrn.1523261

Francis Bidault (Contact Author)

European School of Management and Technology (ESMT) ( email )

10117 Berlin
Germany

Manfred Lueth

TRUST TEC GmbH ( email )

Kaiser-Wilhelm-Ring 25
Postfach 11 11 02
Duesseldorf, 40511
Germany

HOME PAGE: http://www.trusttec.com

Olaf Plötner

ESMT Customized Solutions ( email )

Schlossplatz 1
10117 Berlin
Germany
+49 (0) 30 212 31-0 (Phone)
+49 (0) 30 212 31-8001 (Fax)

HOME PAGE: http://www.esmt.org/eng/faculty-research/olaf-ploetner/

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