The role of contractual design in the formation and development of business service relationships

Selviaridis, Kostas and Ulkuniemi, Pauliina (2009) The role of contractual design in the formation and development of business service relationships. In: The 25th IMP Conference Euromed Management, 2009-09-032009-09-05.

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Abstract

This paper explores the role(s) of contracting in the formation and development of service exchange relationships. Based on review and synthesis of industrial networks and contracting theory, a preliminary conceptual framework is developed to argue that contracting can be conceived as a means of stabilising and changing/adapting service exchange relationships, particularly in terms of their associated activity and resource structures. A single, exploratory case study in the construction consultancy industry context is conducted to test the conceptual frame. Preliminary findings appear to provide some support for the main theoretical conjecture � contracting has a stabilising function since it facilitates a common understanding of service activity and resource requirements at the early stages of exchange relationship formation and it explicates and codifies the exchange object. At the same time, contracting fulfils a changing function by allowing for certain activity and resource adaptations during the exchange.

Item Type:
Contribution to Conference (Paper)
Journal or Publication Title:
The 25th IMP Conference Euromed Management
Subjects:
ID Code:
70850
Deposited By:
Deposited On:
16 Sep 2014 12:34
Refereed?:
Yes
Published?:
Published
Last Modified:
01 Sep 2020 00:07