<p>Recent research on virtual teams highlights the importance of high quality relationships to achieve high team performance. For research and development (R&amp;D) virtual project teams, relationships characterized by cooperation and trust are expected to enhance creativity and innovation among team members. The purpose of this paper is to identify variables enabling high quality relationship building in virtual R&amp;D teams and to analyze their influence on team performance. To this end, this study examines the effects of leadership, work organization and communication practices on the quality of the relationship between team members. The theoretical developments are illustrated through a case study of a car development project in a leading French car-making firm, PSA. Our findings show that dynamic and positive leadership plays an important role in enhancing relationships between team members. The results also highlight the importance of synchronous meetings and frequent and regular interaction to build cooperative and trusty relationships leading to high performance.</p>

PurposeThe paper attempts to determine whether decision‐makers in the manufacturing and retailing industry really wish to implement cooperative logistical relationships in the long term.Design/methodology/approachIn order to answer the question, the authors have resorted to studying decision‐makers' private speech and to trying to discover the real meaning of their declarations. An original content analysis technique is implemented, which makes identifying hindrances to collaborative practices in the logistics channel possible.FindingsFrom the main results, it can be concluded that logistical relationships still tend to lead to vertical competition. This finding is surprising when confronted with the development of academic literature on the so‐called foreseeable evolution of food marketing channels.Research limitations/implicationsThe research relies on a reduced sample of 17 managers of major French manufacturing and retailing firms. Moreover, the data are generated by face‐to‐face interviews, which may introduce a biased view linked to the willingness to give a positive image of the firm.Originality/valueThe main results underline that the generalization of collaborative practices in the logistics channel is not always present in the frame of mind of decision‐makers as it appears through their private speech. From this point of view, the research can help in conducting negotiations, as well as in training future decision‐makers in business schools.

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