Journal Article10.1108/08876040510591420
Inter‐organisational relationships in professional services: towards a typology of service relationships
Angus Laing,Paul C.S. Lian +1 more
78
TL;DR: In this paper, a typology of "ideal type" relationship formats, ranging from quasi-transactional to internalised, is proposed, characterised by a unique set of causal and resultant relationships.
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Abstract: Purpose – Research into inter‐organisational relationships has been one of the key drivers in the development of services marketing theory. Yet the understanding of the nature of such relationships, and the management of the relationship process, remains limited. Focusing on the development of buyer‐seller relationships in an archetypal professional business service, this paper aims to critically examine the nature and format of inter‐organisational service relationships.Design/methodology/approach – Research reported in the paper is based on case study research across multiple dyads (n=7) in the occupational health sector supported by large‐scale survey data.Findings – Argues that, rather than adhering to a single format in terms of characteristics or pattern of development, relationships are diverse and complex. A typology of “ideal type” relationship formats, ranging from quasi‐transactional to internalised, is proposed. Each of these ideal types is characterised by a unique set of causal and resultant...
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