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Strategic decision making in business relationships: A dyadic agent-based simulation approach

机译：业务关系中的战略决策：基于二元代理的模拟方法

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摘要

This study employs agent-based simulation to model strategic decision making in business relationships, examining the influence of two important strategy drivers in business relationships (performance and power) on relationship success (relationship survival and performance). The study offers insights into the complex and evolutionary interaction and feedback effects between networking strategy choice, relationship performance and power. Findings show that although certain strategies may be desirable for firms to manage their business relationships, they are not necessarily as successful in all situations. Results indicate that a trade-off exists between relationship context and performance which needs to be considered in strategic networking decisions. Further, the study shows that too many strategy changes cause relationships to become unstable and thus negatively affect performance. The authors refer to this phenomenon as strategy volatility - the rate at which actors change their networking strategies within relationships. This phenomenon arises when too many variables influence firms' decision making and thus cause firms to frequently change their strategy. Although strategy volatility has a relationship safeguarding effect in the short term, this effect diminishes over time.
机译：这项研究采用基于代理的模拟对业务关系中的战略决策进行建模，研究业务关系中两个重要策略驱动因素（绩效和权力）对关系成功（关系生存和绩效）的影响。这项研究提供了对网络策略选择，关系绩效和权力之间复杂而进化的相互作用和反馈效应的见解。研究结果表明，尽管某些策略可能对于企业管理其业务关系而言是理想的，但它们不一定在所有情况下都一样成功。结果表明，在关系上下文和绩效之间存在折衷，这需要在战略网络决策中加以考虑。此外，研究表明，太多的策略更改会导致关系变得不稳定，从而对绩效产生负面影响。作者将这种现象称为战略波动-行为者在关系内改变其网络战略的速度。当太多变量影响企业的决策并导致企业频繁地改变其战略时，就会出现这种现象。尽管策略波动性在短期内具有维护关系的作用，但随着时间的流逝，这种影响逐渐减弱。

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  • 来源
    《Industrial marketing management》 |2012年第5期|p.816-830|共15页
  • 作者

    Sebastian Forkmann; Di Wang; Stephan C. Henneberg; Peter Naude; Alistair Sutcliffe;

  • 作者单位

    Manchester IMP Research Group, Manchester Business School, The University of Manchester, Booth Street West, Manchester M15 6PB, UK;

    Manchester Business School, The University of Manchester, Booth Street East, Manchester M15 6PB, UK,Etisalat BT Innovation Center (EBTIC), Khalifa University, Abu Dhabi, United Arab Emirates;

    Manchester IMP Research Group, Manchester Business School, The University of Manchester, Booth Street West, Manchester M15 6PB, UK;

    Manchester IMP Research Group, Manchester Business School, The University of Manchester, Booth Street West, Manchester M15 6PB, UK;

    Manchester IMP Research Group, Manchester Business School, The University of Manchester, Booth Street West, Manchester M15 6PB, UK;

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  • 原文格式 PDF
  • 正文语种 eng
  • 中图分类
  • 关键词

    strategic decision making; strategy volatility; network pictures; exploration and exploitation; agent-based simulation;

    机译：战略决策;策略波动;网络图片;勘探与开发;基于主体的模拟;

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