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Organization Studies
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Article

Organizational Culture and Relationship Skills

Sjoerd Beugelsdijk1, Carla I Koen2, Niels G Noorderhaven3*

1 Nijmegen School of Management, The Netherlands
2 Tias Business School, Tilburg, The Netherlands
3 Tilburg University, The Netherlands

* To whom correspondence should be addressed.


  Abstract

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 102inter-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

First published on May 4, 2006, doi:10.1177/0170840606064099

Organization Studies 2006;27:833.

A more recent version of this article appeared on June 1, 2006

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[Abstract] [PDF]