Relationship Performance: a Relationship Level Construct

TL;DR: In this paper, the authors examine the reasons for heterogeneity in relationships, and then introduce relationship performance and its strengths and constraints in examining relationships, concluding that the difference in perspectives inherent in a relationship and network framework suggests measurement of relationship constructs will be difficult.

Abstract: This paper discusses relationship performance, a construct that can help in examining similarity and difference of perspective by firms in a relationship. Thus, each party has an understanding of how the relationship is performing and there is no reason why these may not be different. In fact, differences of opinion on relationship performance might suggest the degree of asymmetry, thus allowing relationships to be categorised and so allow examination of different models of relationships. That each firm has an identity based upon its position in a network and that firms have different reasons for joining relationships necessarily implies that examination of dyads is complicated. In addition, the difference in perspectives inherent in a relationship and network framework suggests measurement of relationship constructs will be difficult. For example, an empirical study of dyads by John and Reve (1982), found that partners did not report equivalently on sentiment constructs such as trust and commitment. While this result would be expected within an IMP framework, John and Reeve concluded that a theory of aggregation was required to analyse dyad data. The paper examines the reasons for heterogeneity in relationships, and then introduces relationship performance and its strengths and constraints in examining relationships. The next section examines disparity of relationship performance across dyads using an exploratory study in the business software industry. A final section discusses directions for future research and management implications.