A Conceptual Model for Value-based Relationship Management in Strategic Networks

By Muhammad Zafar Yaqub.

Published by The Organization Collection

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Article: Print $US10.00
Article: Electronic $US5.00

The author has presented a conceptual framework for the value-based management of relationships in strategic networks while integrating insights from the value-exchange model (VEM), Value-based management (VBM), Transaction Cost Economics (TCE), the relational view, the real options view, and the dynamic capability perspective of strategic networks. It is theorized that, following the logic of leverage, value-gap based competence-enhancing relational investments (CeRIs) induce commitment in nodes that enhances the network’s bottom-line by 1) increasing relational revenues as it (commitment) facilitates innovative service configurations (relational creativity), and 2) decreasing cost while substituting the costly formal governance. This simultaneous revenue enhancement and cost economization brings in more economic value-added to the strategic networks which if shared equitably increases partners’ satisfaction and provides them a rational ground to continue with the structural arrangement.

Keywords: Value-Based Management, Trust, Commitment, Relational Creativity

International Journal of Knowledge, Culture and Change Management, Volume 8, Issue 11, pp.105-116. Article: Print (Spiral Bound). Article: Electronic (PDF File; 767.437KB).

Dr. Muhammad Zafar Yaqub

Doctoral Scholar, Institute of Business Studies, University of Vienna, Vienna, wien, Austria

Muhammad Zafar YAQUB is Assistant Professor of Management Sciences in The Islamia University of Bahawalpur, Pakistan where he teaches courses in Marketing, Human Resource Management and Business Research. He received his Master degree in Business Administration (with distinction) from Bahauddin Zakriya University, Multan in 1995. Afterwards, he received his Master degrees in Economics (1999) and Political Science (2005) from The Islamia University of Bahawalpur. These days, he is pursuing his PhD studies at University of Vienna, Austria in the area: Strategic Networks.

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