THE SUCCESS FACTORS IN DEVELOPING B2B RELATIONSHIPS INTO PARTNERSHIPS : The Power of Commitment
Findlay, Katja (2015)
Oulun ammattikorkeakoulu
2015
All rights reserved
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-201503082864
https://urn.fi/URN:NBN:fi:amk-201503082864
Tiivistelmä
The purpose of this thesis is to provide the commissioning company, Mediracer Ltd., information about success factors in business-to-business (B2B) relationships and how they could be developed into long-lasting and successful partnerships, and how commitment is reached and maximised in business-to-business relationships.
The theory framework defines the different elements and characteristics in building of business-to-business partnerships. The theory part also focuses on commitment as an integral part of partnership formation. The theoretical part of the thesis is mainly based on literary sources, with a few supplementary digital sources.
The empirical study was a qualitative case study and was conducted through semi-structured theme questionnaires with the current and previous distributor partners of Mediracer Ltd, as well as in-depth interviews with experts having experience with business-to-business relationships and partnerships. The results provided information about seller-distributor relationship formation and development, relationship value and quality from both perspectives. The main findings were that interpersonal relationships and effective communications play a crucial part in successful business relationships. Relationship commitment is established over time through trust and deepened interpersonal relationships and communications patterns.
The theory framework defines the different elements and characteristics in building of business-to-business partnerships. The theory part also focuses on commitment as an integral part of partnership formation. The theoretical part of the thesis is mainly based on literary sources, with a few supplementary digital sources.
The empirical study was a qualitative case study and was conducted through semi-structured theme questionnaires with the current and previous distributor partners of Mediracer Ltd, as well as in-depth interviews with experts having experience with business-to-business relationships and partnerships. The results provided information about seller-distributor relationship formation and development, relationship value and quality from both perspectives. The main findings were that interpersonal relationships and effective communications play a crucial part in successful business relationships. Relationship commitment is established over time through trust and deepened interpersonal relationships and communications patterns.