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Managers and academics alike focus on value creation in business relationships. This paper adds to existing literature by analyzing functions of business relationships and their impact on value perception. Applying a customer perspective, direct relationship functions are concerned about payment, quality, and volume. Indirect functions include innovation, access, and scouting. Furthermore, trust and number of alternative suppliers are included in the study. The empirical results illustrate the important role of direct and indirect functions for value creation. Understanding these functions is instrumental for driving customer value, both for the supplier and the seller. Direct functions do have a much stronger impact on value than indirect functions that still do have a significant impact. Thus, increasing direct function fulfillment is much more effective in order to gain key supplier status than relying only on indirect functions. But indirect functions may offer ample differentiation opportunities. Being a strong driver of relationship value, trust is also driven by function fulfillment. Thus, relationship value depends on rational elements (functions) and social elements (trust). Availability of alternative suppliers increases the importance of relationship function fulfillment on customer value and customer trust. In highly competitive markets, suppliers need clear understanding and communication of relationship value in order to succeed.

This chapter discusses the different types of researcher/participant relationship described in the case study chapters, alongside the extent to which the projects were (and could be) pre-defined in terms of structure and expected outcomes. The case studies ranged from secondary data analysis methods with no researcher/participant contact, those with structured one-off interviews, those with more ongoing, but still researcher-led, relationships between researcher and participant, to more ethnographic and participatory research where relationships were negotiated between researcher and participant and, in some cases, led by the participants. This chapter highlights that researcher/participant relationships lie parallel to the structure of the project and the extent to which the outcomes are pre-defined. Despite the range of types of relationship, however, all the case studies highlighted the value of trust in those relationships, for participants to feel happy to share the details of their personal lives beyond that which is usually visible in the formal education setting of school. Edwards' (2017a) concepts of relational agency, relational expertise and common knowledge are used to help explain why these relationships matter in research on out-of-school learning – to understand activities that we do not know about, which take places in spaces that we are unfamiliar with.

Sociologists have not neglected the study of relationships, but there remains no central definition of what a relationship is. This study offers a definition of relationships that supports a conceptual tool and visualization technique for analyzing relational processes that are otherwise difficult to model using standard ethnographic methods and social network analysis techniques. Grounded in the work of social psychologists and relational sociologists, the premise of this proposition is that relationships are both remembered and imagined. I maintain that relationships are molded by a flow of changing circumstances and dynamic cognitive processes, a characteristic that I refer to as disjointed fluidity. With data from my ethnographic study of doctoral student mentorship, I use this perspective to detail the mechanisms by which relationships are created, maintained, and dissolved. I go on to introduce a new computational ethnographic technique that visualizes relationship properties and characteristics of relational processes using cognitive–temporal depictions called pixels and flows. This book contributes to the efforts in relational sociology to build a universal conceptualization of relationships. It differs from existing literature in its focus on the elements of relationships and their function in social construction.

This paper describes a practical method to study structure and dynamics of business relationships by applying the findings that the previous two papers outline. The focus is to provide managers with suitable tools that improve their ability to understand and manage business relationships. The paper provides templates of figures and tables, as well as instructions on how to use them to facilitate describing structure of relationships. Relationship structure is based on five multidimensional constructs composed of trust, commitment, bonds, information sharing, and distance and dynamics of relationships based on rules of meaning and action, which are called constitutive and regulative rules.

We conducted this study to examine the relationship between revenue concentration and a firm's financial leverage. We aimed to analyze whether revenue concentration influences a firm's capital structure decisions and whether this relationship is driven by customer-specific investments or the direct effect of revenue concentration itself. Additionally, we investigated the role of asset redeployability in mediating or moderating the relationship between revenue concentration and financial leverage.

The paper investigates the relationship between revenue concentration and a firm's financial leverage. The results indicate a negative association between revenue concentration and financial leverage. This finding holds across various regression models and is statistically significant. Furthermore, the paper explores the potential role of asset redeployability in explaining the relationship between revenue concentration and financial leverage. The results indicate that even after controlling for asset redeployability, the negative relationship between revenue concentration and leverage remains significant, suggesting that revenue concentration affects capital structure decisions independently of the risks associated with relationship-specific investments. Robustness tests are conducted using a three-stage least squares approach to account for the simultaneity between revenue concentration, asset redeployability and capital structure.

Our findings demonstrate that revenue concentration is negatively associated with financial leverage, even after accounting for asset redeployability. This suggests that revenue concentration affects capital structure decisions independently of the risks associated with customer-specific investments. Furthermore, we performed robustness tests to address potential simultaneity issues between revenue concentration, asset redeployability and capital structure.

The study relies on available data sources, which may have inherent limitations in terms of accuracy, completeness or consistency. The quality of the data used in the analysis could impact the robustness of the findings. Time Period: The study focuses on more recent years, which might limit the ability to compare the findings with studies conducted over different time periods. Historical trends or structural changes that could impact the relationship between revenue concentration and financial leverage might not be fully captured.

Firms with higher revenue concentration tend to have lower financial leverage. Recent years show a negative relationship between profitability and market leverage compared to earlier periods. Revenue concentration has a distinct effect on financial leverage, not fully explained by risks from relationship-specific investments or asset redeployability. Insights for firms in managing capital structure decisions, considering revenue concentration and its implications for leverage.

This research is one of the first papers that investigates the impact of revenue concentration on the capital structure choices of firms. By exploring the relationship between revenue concentration and financial leverage, the study contributes to the existing literature by shedding light on an underexplored area. Thus, this study adds originality to the field by addressing a research gap and contributing to the understanding of the relationship between revenue concentration and capital structure choices.

Peer mentoring programs in higher education settings support incoming students in their transition and adaptation to college life. Mentoring program evaluation research primarily focuses on student outcomes and documents mentoring relationship quality (MRQ) as an important component of programs that facilitate change. The current study examines MRQ in a college peer mentoring program and explores its association with mentors’ and mentees’ perceptions of family relationships.

The sample included 629 first-year students (Mage = 18.4 and 54.2% female) and 88 mentors (Mage = 20.6 and 65.9% female). Each mentor was matched with eight to 10 incoming students in the same department. Dyadic data were collected prior to the program (pre-test) and at the end of the fall semester (mid-program) and spring semester (post-test). At pre-test assessment, mentors and mentees rated their family relationships, perceived trust, loyalty, and fairness in their families. At follow-up assessments, mentees reported their MRQ, mentoring duration, and mentoring activities.

A multilevel modeling analysis revealed that mentees’ and mentors’ perceptions of loyalty in their families predicted higher levels of MRQ at the end of the program. However, mentors’ perceived trust in their families was negatively associated with MRQ.

This study adds to the youth mentoring literature by focusing on family-of-origin experiences of both mentors and mentees from a dyadic and relational perspective. These findings have implications for future research and the practice of formal mentoring programs in college settings.

This paper applies an original construct of “subjective risk intelligence (SRI)” to the small business context. By leveraging on its multidimensionality, it aims to shed light on the existing ambiguities in the analysis of the relationship between the entrepreneurial attitude towards risk evaluation and firms’ financial stability.

The empirical investigation refers to the Italian context, where an ad hoc survey has been administered to a sample of small businesses. Based on both a linear and a semiparametric regression, results show a significant relationship between SRI and firm’s financial structure, and that such relationship is basically nonlinear.

Evidence shows that entrepreneurs with a high level of risk intelligence run highly leveraged firms. Moreover, in the light of the non-linearity of such relationship, higher levels of risk intelligence are associated with a greater capacity of the entrepreneur to govern the financial balance of the enterprise only up to a certain threshold. Over this threshold, risk intelligence generates overconfidence leading the entrepreneur to a reckless behaviour in taking financial risks.

From a theoretical point of view, the paper contributes to the literature by shedding lights on the complexity of the relationship between risk intelligence and small businesses. From a policy point of view, findings suggest that, to train new entrepreneurs, the educational system aims should focus on the development of two specific “soft skills”: the ability to manage emotions and the ability to glimpse opportunities even in uncertain situations.

The importance of workplace inclusion continues to gain scholarly acclaim. However, in reality, many employees choose to ostracize their colleagues post workplace relationship strife. With this notion the present study aims to delve into the intricate linkages between workplace relationship conflict (WRC) and employee ostracism behavior (EOB), exploring the serial mediating roles of relational identification (RI) and emotional energy (EE). Additionally, the study examines the potential moderating effect of perceived forgiveness climate (PFC) to understand how forgiveness climate may serve as a boundary condition in shaping these crucial relationships.

The analysis utilized five-wave time-tagged data collected from 228 employees through scenario and survey methods. The Hayes PROCESS Macro was employed to examine the proposed hypotheses.

The results indicate a positive influence of WRC on EOB. Additionally, RI and EE sequentially mediate the relationship between WRC and EOB. Furthermore, PFC moderates the serial mediation process (RI and EE) between WRC and EOB as well as the adverse effects of WRC on RI.

Grounded in the theoretical framework of conservation of resource (COR) theory and cognitive-affective personality system (CAPS) theory, the present study offers new insights. By establishing the complicated interplay of RI and EE between WRC and EOB along with the moderating role of PFC, the study extends the understanding of the mechanisms involved, providing a more comprehensive perspective. By shedding light on these complicated interconnected links, the study paved the way for positive social dynamics at work.

Relationship marketing has emerged as pivotal, aiming to bolster collaboration and reduce uncertainty for both franchisors and franchisees. However, understanding the nuanced impact of relational bonding strategies – financial, social, and structural – on franchisee outcomes, particularly in South Korea’s food service industry, remains lacking. This study is an in-depth exploration of the nuanced impact of franchisors’ relational bonding strategies – structural, social, and economic – on critical franchisee outcomes in the food service industry.

By leveraging data from 496 franchisees in South Korea, our investigation meticulously delineates the unique contributions of these bonding strategies in enhancing franchisee’s social and economic satisfaction, building trust in franchisors and fostering long-term orientation among franchisees. This study unravels the complex mediating roles that satisfaction and trust play in the dynamic interplay between franchisors’ bonding efforts and the cultivation of enduring franchisee relationships.

The study reveals that structural, social, and economic bonding impact social satisfaction, while all relational bonding factors directly influence economic satisfaction. Structural and economic bonding influence trust in the franchisor, but social bonding does not. Economic and social satisfaction directly affect trust, and only economic satisfaction directly influences long-term orientation. Finally, trust in the franchisor positively affects long-term orientation.

We offer fresh insights into the strategic management of franchisor–franchisee relationships, aiming to enrich the literature on relationship marketing by highlighting the differential impacts and significance of distinct bonding strategies in promoting sustainable franchise partnerships.