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Relational competency's role in Southeast Asia business partnerships

机译：关系能力在东南亚商业伙伴关系中的作用

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As business continues to globalize, firms are increasingly looking to international business partnerships (IBP) as a means of expanding and competing in new markets. However, many of these partnerships fail. The causes of these failures have often been attributed to managers' inability to form and maintain successful relationships with their partners at an interpersonal level. The extant research in business-to-business relationships has largely focused on the firm-to-firm level and the macroenvironment of these firms. We extend this stream of research to the interpersonal level by introducing the concept of relational competence from social psychology and linking it to existing relationship marketing constructs. We build our theory from a case study research methodology using a "discovery-mode; multicountry" approach. This research yields theoretical insights from an extensive qualitative study of successful IBP in four countries—Australia, Thailand, Indonesia, and Malaysia. The degrees-of-freedom analysis (DFA) technique was used on the case data. The result is a theoretical framework for examining the impact of manager's relational competence on relationship performance, mediated by interpersonal relationship quality and communication behavior.
机译：随着业务的持续全球化，公司越来越多地将国际业务合作伙伴关系（IBP）视为在新市场中扩展和竞争的一种手段。但是，许多这样的伙伴关系失败了。这些失败的原因通常归因于管理人员无法在人际层面上与合作伙伴建立和维持成功的关系。现有的企业对企业关系研究主要集中在企业对企业的层面以及这些企业的宏观环境上。我们通过从社会心理学引入关系能力的概念并将其与现有的关系营销构架联系起来，将这一研究流扩展到人际层面。我们使用“发现模式；多国”方法从案例研究方法论中构建理论。这项研究从对四个国家（澳大利亚，泰国，印度尼西亚和马来西亚）成功进行IBP的广泛定性研究中获得了理论见解。案例数据使用了自由度分析（DFA）技术。结果是一个理论框架，用于检验人际关系质量和沟通行为对经理的关系能力对关系绩效的影响。

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