Collaborative Business-to-Business Relationships
Thematic Area: Sales and Key Account Management (KAM); Collaboration; Supply Chain
Supervisor: Professor Lynette Ryals
Supervisor: Professor Richard Wilding
In recent years the focus of network theory and research into networks has shifted from intra-organisation (within one organisation) to inter-organisation (between organisations) relationships. New vocabulary such as 'co-opetition' (competing and collaborating) has emerged to deal with this new business-to-business landscape. Sometimes the collaboration issue is vertical, about collaborating upstream or downstream in the supply chain. Sometimes it is horizontal, collaborating with competitors or with third parties.
This is a relatively new field that offers some intriguing areas for doctoral research:
- How do companies select their collaboration partners?
- Is collaboration a more profitable approach than traditional adversarial approaches? Why/why not?
- How are successful collaborative relationships managed?
- How is success measured, in collaborative relationships?
- How is value shared between partners who have unequal power in business-to-business collaborations?
Candidates should ideally have at least three years of managerial experience, perhaps in marketing, sales or supply chain management; however, candidates from other disciplines will be considered. A Masters degree is desirable but not obligatory. Candidates with interests in this area are invited to make contact with Professor Lynette Ryals (email@example.com) or Professor Richard Wilding (firstname.lastname@example.org), setting out a preliminary research agenda as a guide to discussion and indicating what reading you have so far done around your topic.