The friend or foe fallacy: Why your best customers may not need your friendship

Dalsace, Frédéric; Jap, Sandy D.

doi:10.1016/j.bushor.2017.03.006

Cited by 5 publications

(3 citation statements)

References 32 publications

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“…Claycomb and Frankwick, 2010;Polonsky et al, 2010). During periods of change and uncertainty, firms tailor their resources to accommodate the products or processes of the parties with whom they are in relationships (Dalsace and Jap, 2017); in other words, firms adjust to the needs of their partners.…”

Section: Business Relationships and Digital Ecosystemsmentioning

confidence: 99%

Impact of the COVID-19 pandemic on business-to-business relationships in digital ecosystems: an African perspective

Antai

Eze²

2023

ITP

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PurposeIn the African context, the threat of the disruption of traditional business value-creation processes, currently facilitated by the growing information technology (IT) ecosystem, came with the coronavirus disease 2019 (COVID-19) pandemic. Thus, this paper aims to investigate the impacts of the COVID-19 pandemic on interfirm relationships within the context of the digital ecosystem in Africa.Design/methodology/approachThis study employs an explanatory–exploratory qualitative approach from an interpretivist stance to investigate the impacts of the COVID-19 pandemic on interfirm relationships. The authors conducted seven in-depth interviews with top management executives in a Nigerian technology company, together with the company's archival data that provided the pre, during and post pandemic (2018–2021) business-to-business (B2B) relationship structures, to determine how these relationships have been affected.FindingsThe results suggest that the pandemic had a minimal effect on partnership relationships in the B2B ecosystems of the case company but affected only non-partnership relationships.Research limitations/implicationsThe authors' qualitative study is interpretive and the sample size is limited. Hence, there is a need for caution in generalizing the findings. The framework can be further validated across a wider population.Practical implicationsPartnerships can help organizations weather business crises. Consequently, organizations should maintain a healthy number of partnership relations to deal with periods in which challenges emerge in the business landscape. In other words, with tight contracts and a strategic focus on goals and objectives, partnership relations can help organizations weather business crises.Originality/valueThis study builds upon the burgeoning body of literature on digital ecosystems within the African context, which is a relevant contextual contribution.

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Section: Business Relationships and Digital Ecosystemsmentioning

confidence: 99%

Impact of the COVID-19 pandemic on business-to-business relationships in digital ecosystems: an African perspective

Antai

Eze²

2023

ITP

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“…Researchers have revised core B2B marketing phenomena such as exchange (e.g. Dalsace and Jap, 2017), actors (e.g. Guercini et al , 2014; Medlin, 2012; La Rocca, 2013; La Rocca et al , 2015), emergence of networks (e.g.…”

Section: Introductionmentioning

confidence: 99%

Editorial: Business-to-business marketing: imagining something different

Ojansivu,

Purchase,

Medlin

2024

JBIM

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“…As almost four decades of accumulating research has passed, we are now witnessing a critical re-evaluation of many of the taken-for-granted aspects of business relationships. Researchers have revised (e.g., Havila & Wilkinson, 2002;Ojansivu, Alajoutsijärvi & Salo, 2013), (e.g., Dalsace & Jap, 2017), (e.g., Guercini et al, 2014;La Rocca, Snehota & Trabattoni, 2015;La Rocca, 2013;Medlin, 2012) e.g., Cova & Salle, 2000;Hadjikhani, 1996) and even the concept of a (Hadjikhani & LaPlaca, 2013).…”

Section: Introductionmentioning

confidence: 99%