Classifying relationships across cultures as successful and problematic: Theoretical perspectives and managerial implications

There is increasing interest in the theoretical and practical challenges that managers face in having to deal with the multiple dualities inherent in managing a portfolio of different business relationships. A number of relationship portfolio models have been developed which use a wide range of criteria for categorizing relationships. The research reported here takes a different approach by identifying the key process and/or outcome elements which managers use to distinguish between successful and problematic relationships, and also offering a comparison of the managers' perceptions across three different countries. The aim is to contribute to the development of more robust management thinking and action. Managers in the United Kingdom (UK), France and Finland were found to think about relationships in terms of both process and outcome variables. Whilst the outcome variables used to discriminate between successful and problematic relationships vary slightly across countries, it was found that they all used the process variables of trust and problem resolution.