J Bhart

Research, analysis & evaluation

Introduction

InteractionModel

Product LifeCycle

PLC

C1

Perception/GAP? Perception/GAP ?

Implications

Implications for theory development

Aim & Objectives

FirmProduct 1

BuyerCase1

FirmProduct 2

Buyer Case 2

C2

Perception/GAP?

My personal development

Implications for practice

Firm

Reason for Research

Implications for Aim & objectives

Implications for my personal development

Implications for Practice Firm

Implications for practiceBuyer

Implications for Practice Buyer

J Bhart

Ministry of Defence(The Buyer)

Defence AerospaceEnvironment

The Firm Defence Aerospace(The Supplier)

DissertationObjectives

What is a Relationship

Types of Relationships

Interaction Model

Product Life Cycle

Semi in-depth interviews

Target Audience

Deductive approachCase study 1

Case Study 2

Presentation of dataObservations

Gaps

Key trends/themes

Rolls-Royce

MoD

Interaction Model

Product Life Cycle

IntroductionChapter 1

Literature Review

Chapter 2

Research Methodology

Chapter 3

ResultsChapter 4

ConclusionsChapter 5

RecommendationsChapter 6 Learning outcomes/

ReflectionChapter 7

J Bhart

ENVIRONMENT: Market structure; Dynamism; Internationalisation; Position in the supply-chain; Social system

Interaction Process

RELATIONSHIP ATMOSPHERE: Expectations; Power/dependence; Cooperation; Closeness

Supplier Customerr

Organisation• Structure• Strategy• Technology

Individuals• Aims• Experience

Organisation• Structure• Strategy• Technology

Individuals• Aims• Experience

Long term elements Investments and adaptations

Short-term exchangeEpisodes: Product/service; Information;Financial and Social

J Bhart

1. Interaction Process 2. Participants in the Interaction Process

3. Environment within whichInteraction takes place 4. Atmosphere affecting and

affected by the Interaction

Product or Service Exchange

Information Exchange

Financial Exchange

Social Exchange

AdaptationInvestments

J Bhart

1. Interaction Process

Product or Service Exchange

Information Exchange

Financial Exchange

Short-term exchange episodes • Is Product or service a focal point in relationship?• Where do you rank the importance of it?• Is product/service the biggest impacted on the relationship?• Do you understand the buyers/suppliers need/product/service?• What is your need?• Where has your need come from?• do you agree with it?• How confident are you that you that you know your buyer/supplier need/requirements?• Do you understand the requirements or the resources of the opposite number?

• What do you spend most of you time discussing at meetings (e.g. technical, economical or organizational)• Rank in order of importance?• Does this ranking change of time? If so how does it change?• How much width & depth do you discuss each detail in? (intensity of info exchange)• Hoe does most of your information transfer take place? (personal/impersonal).• What do you discuss in personal and impersonal?• which method do you prefer? And why?• How formal is your info exchange? Do you have a process? Is everything recorded? If so how and by who?• Do you agree with this method? Why? Can it be improved?

• What is the value of the contract?• Does this govern the importance of this project in your organization?• Should it?• To what level in your organization will this contract need approval before its signed?• How big is the value of the contact compared to others?• Where does the priority stand within your organization? Highest value?• Is money an indicator of economic importance in Relationship? Why?• Do larger value contracts get or attention/resource? Why?

J Bhart

1. Interaction Process

Social Exchange

Short-term exchange episodes

Long-term elements

Adaptation

Investments• How important do you regard social exchange?• Do you see spatial/cultural differences between us? • If so what? How can we improve them?• This is the 2nd/3rd contract that you will be signing with RR, does this increase/reduce the uncertainty involved?• Has past interaction helped/hindered? Why and what?• Is there any where else you can go to get this service? If so who and why?• At what point would you say that you know this contract will be signed or not? Why? How?• In order to sign contract you must develop some trust with opposite party? Do you?• How long did it take to develop?• What level of trust are you at? How can it be further improved? • How did you get to this level of trust? Was there a signal event/point in time that made you trust?• What influences you trust? Other elements, out of hours contact time, hobbies, money, personality?

J Bhart

2. Participants in the Interaction Process

Technology

Organizational Size,Structure & Strategy

OrganizationalExperience

Individuals

J Bhart

3. Environment within which Interaction takes place

Market Structure

Dynamism

Internationalization

Position in Manufacturing

ChannelThe Social

System

J Bhart

4. Atmosphere affecting and affected by the Interaction

Economic Dimension

Control Dimension

J Bhart

Product Life Cycle

Introduction Maturity DeclineGrowth Saturation

Time

Sal

es(£

s)

J Bhart

Dis

cuss

i on

an

d I

mp

lica

t io

ns

Sum

ma r

y o f

an a

lys i

s .T

h eo r

y vs

. P

rac t

ice

Impl

icat

ions

.

Tra

ns

cri

pti

on

B1

Tra

ns

cri

pti

on

S1

Tra

ns

cri

pti

on

B2

Tra

ns

cri

pti

on

S2

An

aly

sis

co

mp

ar i

so

n

sh

ee

t .G

r ou

p a

nsw

ers

to

sim

i lar

qu

es t

ion C

od

ing

.A

pp

ly c

od

ing

to

id

en

ti fy

k ey

qu

ot a

tion

s.

Ca s

e st

ud

y 1.

Pre

s ent

da t

a

An

aly

sis

co

mp

ar i

so

n

sh

ee

t .G

r ou

p a

nsw

ers

to

sim

i lar

qu

es t

ion C

od

ing

.A

pp

ly c

od

ing

to

id

en

ti fy

k ey

qu

ot a

tion

s.

Ca s

e st

ud

y 2.

Pre

s ent

da t

a

Dev

elo

p C

od

ing

Sh

eet

Ap

pe

nd

ix x

Ap

pe

nd

ix x

Ap

pe

nd

ix x

Ap

pe

nd

ix x

Ch

ap

ter

xS

ec t

ion

x. x

Ch

ap

ter

xS

ec t

ion

x. x

Ch

ap

ter

xS

ec t

ion

x. x

Ap

pe

nd

ix x

J Bhart

Dissertation Coding based on Interaction model

Level 3 Code Level 2 Code Level 1 Code

Product/Service exchange PSE Short-term ST Interaction Process

IP

Information exchange IE

Financial exchange FE

Social exchange SEInvestment INV Long-term LTAdoption ADSize SI Organisational ORG Participants PARStructure STUStrategy STRExperience EXIndividuals INDTechnology TECExpectations EXP     Atmosphere ATPower/dependence PO

Co-operation COCloseness CLMarket structure MS     Environment EN

Dynamism DYInternationalisation INT

Position in manuf channel MAN

The Social system SS