'Relationships mean everything'; a typology of small-business relationship strategies in a reflexive context

Hdl Handle:
http://hdl.handle.net/10149/58402
Title:
'Relationships mean everything'; a typology of small-business relationship strategies in a reflexive context
Authors:
Fuller, E. (Ted); Lewis, J. (Jennifer)
Affiliation:
University of Teesside. Teesside Business School; Video Networks Ltd. Stevenage.
Citation:
Fuller, E. and Lewis, J. (2002) ''Relationships mean everything'; a typology of small-business relationship strategies in a reflexive context', British Journal of Management, 13 (4), pp.317-336.
Publisher:
Wiley-Blackwell
Journal:
British Journal of Management
Issue Date:
2002
URI:
http://hdl.handle.net/10149/58402
DOI:
10.1111/1467-8551.00249
Abstract:
This paper reports on empirical research that investigates the meaning of relationships to owner-managers of small firms, and how differences in meaning are implicated in the strategy of the firms. In-depth interviews with owner-managers yielded 36 usable transcripts. These were coded using a grounded theory approach and the narrative was analysed for differences in meaning. Five categories of orientation to relationships were grounded in the narratives with each firm appearing to have a dominant orientation both with customers and suppliers. A number of apparently common themes in the discourse on relationships, for example, trust, talk, expectations and service, were shown to be interpreted differently, consistent with the types of relationship strategy. We adopted the term strategy because relationships were shown to have a long-term and influential effect, mediated reflexively, on the trajectory of the business. The analysis illustrates the significance of social constructionism and reflexivity as explanatory theories, and therefore the centrality of the meaning of relationships to the strategic management of the firm. Relationships are conceptualized as the mechanism that links the firm to its environment and causal to the impact that change in the environment has on the firm.
Type:
Article
Keywords:
relationships; small businesses; relationship strategies
ISSN:
1467-8551
Rights:
Subject to restrictions, author can archive post-print (ie final draft post-refereeing). For full details see http://www.sherpa.ac.uk/romeo/ [Accessed 12/01/2010]
Citation Count:
8 [Scopus, 12/01/2010]

Full metadata record

DC FieldValue Language
dc.contributor.authorFuller, E. (Ted)-
dc.contributor.authorLewis, J. (Jennifer)-
dc.date.accessioned2009-04-01T10:51:09Z-
dc.date.available2009-04-01T10:51:09Z-
dc.date.issued2002-
dc.identifier.citationBritish Journal of Management; 13 (4): 317-336-
dc.identifier.issn1467-8551-
dc.identifier.doi10.1111/1467-8551.00249-
dc.identifier.urihttp://hdl.handle.net/10149/58402-
dc.description.abstractThis paper reports on empirical research that investigates the meaning of relationships to owner-managers of small firms, and how differences in meaning are implicated in the strategy of the firms. In-depth interviews with owner-managers yielded 36 usable transcripts. These were coded using a grounded theory approach and the narrative was analysed for differences in meaning. Five categories of orientation to relationships were grounded in the narratives with each firm appearing to have a dominant orientation both with customers and suppliers. A number of apparently common themes in the discourse on relationships, for example, trust, talk, expectations and service, were shown to be interpreted differently, consistent with the types of relationship strategy. We adopted the term strategy because relationships were shown to have a long-term and influential effect, mediated reflexively, on the trajectory of the business. The analysis illustrates the significance of social constructionism and reflexivity as explanatory theories, and therefore the centrality of the meaning of relationships to the strategic management of the firm. Relationships are conceptualized as the mechanism that links the firm to its environment and causal to the impact that change in the environment has on the firm.-
dc.publisherWiley-Blackwell-
dc.rightsSubject to restrictions, author can archive post-print (ie final draft post-refereeing). For full details see http://www.sherpa.ac.uk/romeo/ [Accessed 12/01/2010]-
dc.subjectrelationships-
dc.subjectsmall businesses-
dc.subjectrelationship strategies-
dc.title'Relationships mean everything'; a typology of small-business relationship strategies in a reflexive context-
dc.typeArticle-
dc.contributor.departmentUniversity of Teesside. Teesside Business School; Video Networks Ltd. Stevenage.-
dc.identifier.journalBritish Journal of Management-
ref.assessmentRAE 2008-
ref.citationcount8 [Scopus, 12/01/2010]-
or.citation.harvardFuller, E. and Lewis, J. (2002) ''Relationships mean everything'; a typology of small-business relationship strategies in a reflexive context', British Journal of Management, 13 (4), pp.317-336.-
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