Managing relationships in Russian companies: Conceptual model development for an empirical study

Abstract

This working paper analyzed existing approaches to understanding firm's relationships strategy and interaction coordination mechanism. We present main features of relationships and interaction in Russian market and propose key assumptions on adaptation of existing research models and approaches to a survey on Russian firms. On the base of the assumptions made we conceptualize a 3-levels model aimed at analysis and evaluation of dyadic buyer-seller interaction in Russian market, considering environmental and contextual factors, influence relationship style and relationship benefits creation potential. Finally, we propose main hypothesis for the empirical study on Russian firms and their approaches to coordination of dyadic buyer-seller interaction.