How relational capability can influence the success of business partnerships

The present article aims to investigate the quality of the relationships in a business partnership and the components that most influence them, with special attention to Relational Capabilities (RC). Dyadic relationships and mainly RC are considered critical factors for the success of a partnership. The present article aims to investigate the quality of the relationships in a business partnership and the components that most influence them, with special attention to Relational Capabilities (RC). Dyadic relationships and mainly RC are considered critical factors for the success of a partnership. The method adopted allowed for a clear identification of the criticalities of the partnership. The authors found evidence that poor RC lead to confusion, a sense of exclusion, and a lack of collaboration among members. Results confirmed that increased RC and aligning the allies’ capabilities positively affect the alliance's performance. Exogenous variables influencing the partnership's progress were not included in the present study. Future research may consider them. Limited prior research is available on collaboration between SME and start-ups. The present authors aim to investigate the topic further, investigating RCs between firms. The article is also a starting point for future case study comparisons.