B2B relational with a quality approach

This report aims to evaluate the quality of relations between B2B companies in the competitive context of globalization through the application of a concrete case study between two Italian companies. The quality approach proposed by Alves et al. (2016) was taken into consideration to verify its applicability to understand whether the quality of the relationship has an impact on the success of jointly produced products. Experimental results suggest the possibility that the proposed method could be effective to assess quality of relations in interorganizational cooperation and that it can be useful to better analyze and understand the nature of relationships and to underline the aspects most related to power-dependence situations, which may compromise synergy between partners and negatively aspect the success of the alliance. However, further studies are needed to demonstrate the effectiveness of this methodology. The limit of this approach is represented by the lack of use weights in scoring of descriptors. Because, some descriptors or dimensions are probably more important than others, further studies have to be carried out to better analyze mutual relations of considered RC domains and respective features and understand their relative importance in determining the quality of business relationships. This report shows a real case study of two small Italian companies that have actually found the effectiveness of this approach to improve their partnership, obtaining benefits.