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Organization Studies
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Organizational Culture and Relationship Skills

Sjoerd Beugelsdijk

Nijmegen School of Management, The Netherlands

Carla I. Koen

Tias Business School, Tilburg, The Netherlands

Niels G. Noorderhaven

Tilburg University, The Netherlands

In this paper we argue that organizational culture is an important factor influencing relationship skills, defined as a firm’s ability and behavioral tendency to actively cultivate and manage its ties with other firms. Testing our model on a sample of 102 inter-firm relations, we find that firms with organizational cultures characterized by an orientation towards stability and predictability, a positive orientation towards innovation, and not characterized by a strong focus on immediate results, score high on relationship skills. Relationship skills, in turn, positively affect the perceived relationship performance.

Key Words: organizational culture • inter-firm relationships • relationship performance

This version was published on June 1, 2006

Organization Studies, Vol. 27, No. 6, 833-854 (2006)
DOI: 10.1177/0170840606064099
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[Abstract] [PDF]