Newman, A.L.A. (2003). What's in a Handshake?:exploring business-to-business relational exchange. Masters thesis, Aston University.
Abstract
Despite its importance in the development of competitive advantage, attempts to unify classifications of business-to-business relational exchange have been nebulous. This weakness provides an important area for further exploration presented here in this research study. 18 semi-structured, in-depth interviews with managers from a wide range of industries were undertaken to delineate the business-to-business relational exchange construct. Analysis of the data revealed that business-to-business relational exchange comprises five key dimensions. These are communication, compatibility, commitment, trust and power symmetry. In addition, the research highlights the importance of personal interaction in business relationships and identifies a new construct, professional distance. Several propositions are made regarding the relationships between these dimensions. Finally, a new conceptual model of business-to-business relational exchange is presented, which synthesises these findings and directs future research.
Publication DOI: | https://doi.org/10.48780/publications.aston.ac.uk.00021499 |
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Divisions: | College of Business and Social Sciences > Aston Business School |
Additional Information: | Copyright © Newman, A. L. A, 2003. Newman, A. L. A asserts their moral right to be identified as the author of this thesis. This copy of the thesis has been supplied on condition that anyone who consults it is understood to recognise that its copyright rests with its author and that no quotation from the thesis and no information derived from it may be published without appropriate permission or acknowledgement. If you have discovered material in Aston Publications Explorer which is unlawful e.g. breaches copyright, (either yours or that of a third party) or any other law, including but not limited to those relating to patent, trademark, confidentiality, data protection, obscenity, defamation, libel, then please read our Takedown Policy and contact the service immediately. |
Institution: | Aston University |
Uncontrolled Keywords: | buisness relations,relational exchange |
Last Modified: | 25 Jun 2025 15:54 |
Date Deposited: | 19 Mar 2014 11:50 |
Completed Date: | 2003 |
Authors: |
Newman, A.L.A.
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