Attributes of the relational strategy and the effects obtained from its implementation. A case study of Poland.
Agnieszka Zakrzewska-Bielawska (a*), Dagmara Lewicka (b)

(a) Lodz University of Technology, Poland
agnieszka.zakrzewska-bielawska[at]p.lodz.pl
(b) AGH University of Science and Technology, Poland

Abstract

The relational strategy is based on the cooperation of enterprises, and thus it is determined by specific attributes resulting from the specificity of established, maintained and developed inter-organizational relations, their forms and systems. Whether the companys relational strategy will be characterized by a multiplicity of relations with various partners, whether it will be long-term relations, based on trust, whether the relations will be formal and contractual, largely affects the results obtained from the relational strategy implementation. It should be noted that the implementation of a relational strategy can bring not only benefits to the company but also involves negative effects, risks, and costs. Therefore, the aim of the article is to recognize the effects of implementing a relational strategy from the perspective of its key attributes, which include: diversity, durability, originality, and formalization. The research was carried out on a representative sample of 400 enterprises operating in Poland and on international markets, which is representative of the company-s size. The research tool was a standardized questionnaire, which was filled in by the owners or representatives of the top management. The research results show that the more the companys relational strategy is characterized by diversity and durability, the stronger the positive effects of its implementation. In turn, the originality and the degree of formalization of relations as the attributes of the relational strategy have no effect on the results obtained from its implementation.

Keywords: relational strategy, attributes, interorganizational relations, performance

Topic: Management Strategic

Link: https://ifory.id/abstract-plain/zjLeYKJDaxd6

Web Format | Corresponding Author (Agnieszka Zakrzewska-Bielawska)