Partner Relationship Management Research Articles

Leveraging Project ECHO to Implement a Suite of Substance Use Learning Communities for Statewide Impact.

Overdoses and alcohol consumption rose during the pandemic. However, uptake of practices which reduce mortality (eg, medications for opioid use disorder, harm reduction practices) remains insufficient. Provider training and telementoring is needed to ensure sufficient capacity for treating substance use disorders (SUDs) with evidence-based practices. The Project ECHO (Extension for Community Healthcare Outcomes) model involves the use of web technologies to deliver didactic and case-based learning through a panel of experts to build such competency in a community of learners. Project ECHO was leveraged to implement a statewide telementoring center of addictions-focused ECHO programs, including programming in prescribing, harm reduction, recovery support services, collaborations with first responders, and systems-level challenges. Participants represented health and behavioral health disciplines practicing across the state of Texas in metropolitan and rural areas. Learners were administered: (1) an online registration form that inquired about basic demographics, (2) a post-session survey at the conclusion of each session capturing satisfaction and likelihood to implement, and (3) annual surveys measuring changes in knowledge and self-efficacy. Attendance and other learner data were stored and extracted from the partner relationship management database: iECHO. Training programs were attended by 968 learners, with an average of 48 learners per session. Geographic reach included 47 Texas cities. Post-training survey results indicated high rates of learner satisfaction, with an average rating of 4.68 on a 5-point Likert-like scale. Annual surveys indicated improvements in provider knowledge and self-confidence across all programs. Early results indicate robust uptake, wide geographic reach, high learner satisfaction, and provider knowledge and confidence gains. This preliminary evidence supports the use of the ECHO model as a potential tool for scaling comprehensive SUD telementoring centers to meet workforce development needs over large geographic areas.

Artificial intelligence - partner relationships management for climate management in B2B firms to achieve sustainable competitiveness

Drawing on the dynamic capability view and resource-based view, this study investigates the relationship among artificial intelligence (AI)-based partner relationship management, firm performance, and sustainable competitiveness concerning the climate management of business-to-business (B2B) firms. Throughout this investigation, the study additionally explored the impact of several other dimensions, including information communication technology capability, firm fit, and technological readiness, as fundamental requirements for the implementation of AI-based partner relationship management. The present study also investigates the relationship between firm partner engagement and firm information processing systems for climate management of B2B firms and their impact on achieving firm performance and sustainable competitiveness. A mixed-methods approach was employed that involves in-depth interviews with senior managers from a diverse set of B2B firms, and the proposed hypothesis model was evaluated by analysing the collected B2B data of 142 responses using partial least squares structural equation modelling. The findings of the study show that information communication technology capability and technological readiness play a significant role in improving the performance of AI-based partner relationship management. Furthermore, the implementation of AI-based partner relationship management in B2B firms would help partner engagement and information processing systems for climate management, leading to sustainable firm competitiveness. The outcomes of this study offer many implications for managers and practitioners in the B2B sector and suggest potential avenues for future research.

Engaging Customers and Managing Customer Relationships

Marketing is about engaging customers and managing profitable customer relationships. Marketers aim to create value for customers in order to capture value from customers in return. The objective of the study is to discuss customer value, customer engagement, building customer relationships, and the various strategies and initiatives adopted by companies. Customer relationship levels and roles of digital and social media in customer engagement are discussed. Customers themselves generate substantial content nowadays. Again, companies should develop relationships not only with customers but also with partners like suppliers, distributors, and retailers to succeed in the long run. The roles and importance of consumer-generated marketing and partner relationship management are discussed. The discussions will help practitioners to understand the strategies and initiatives to be adopted to engage customers, manage customer relationships, to succeed in the competitive business environment, and to achieve business excellence in the long run.

Adoption of AI integrated partner relationship management (AI-PRM) in B2B sales channels: Exploratory study

Partner relationship management (PRM) is a set of methods, tools, strategies, and web-based capabilities that a business-to-business (B2B) firm uses to manage its relationships with partners, resellers, and other third parties. Integrating artificial intelligence (AI) into PRM helps automate processes and procedures by eliminating human error and processing data faster and more accurately. Following growing attention from scholars and practitioners to AI-PRM, this study builds on the dynamic capability view (DCV) and absorptive capacity theory to develop a conceptual model to understand the requirements for a B2B firm's adoption of AI-PRM and its impact on business value. Since AI-PRM is still relatively new in scholarly research, there are no specific scales in the existing literature that could be used to capture specific factors and preconditions for its adoption, thus we explore a set of new metrics. We test the conceptual model using structural equation modeling with data from 427 B2B firms. Our results show that firms improve operational performance when an AI-PRM system is reflected in customized partner services and partner engagement, which in turn yields business value.

The Effects of the Stakeholders Relationship Management during Pandemic

Partner management, partner relationship management examines have a significant spot in writing. We looked for their effect on organization performance through the Employee and Social parts of Company Evaluation interceding factors in Covid-19. Laborers were chosen to accomplish the objectives of the examination. Employees hold and as they are the internal stakeholders. Thus, it becomes necessary to explore their effect in stakeholder relationship management on organizational efficiency, which is highly competitive. The staff was essential to cover the organization’s accomplishments. If they functioned as a gathering, the impact might be exceptional. The organization’s management would comprehend the workers’ prerequisites and aspirations, and a management style of advanced organization systems was resolved. It was found from the investigation that inside partner relationship management framework is organizational performance. Via the eyes of European multinational organizations, the thesis examines the relationship between corporate social responsibility (CSR) and organizational success. Furthermore, the study investigates the role of corporate reputation as a moderator in the CSR-organizational performance linkages. The final data set included 340 responses from senior executives/managers at European multinational corporations.

The Effects of the Stakeholders Relationship Management on Organization Performance

Partner management, partner relationship management examines have a significant spot in writing. We looked for their effect on organization performance through the Employee and Social parts of Company Evaluation interceding factors. Laborers were chosen to accomplish the objectives of the examination. Employees hold and as they are the internal stakeholders. Thus, it becomes necessary to explore their effect in stakeholder relationship management on organizational efficiency, which is highly competitive. The staff was essential to cover the organization's accomplishments. If they functioned as a gathering, the impact might be exceptional. The organization's management would comprehend the workers' prerequisites and aspirations, and a management style of advanced organization systems was resolved. It was found from the investigation that inside partner relationship management framework is organizational performance. Via the eyes of European multinational organizations, the thesis examines the relationship between corporate social responsibility (CSR) and organizational success. Furthermore, the study investigates the role of corporate reputation as a moderator in the CSR-organizational performance linkages. The final data set included 340 responses from senior executives/managers at European multinational corporations.

Partner Relationship Management Architecture Design For SME During Pandemic Era

Abstract—The pandemic situation encourages every business, including small and medium scale, to transform towards an online business. This is done to be able to continue to reach customers and carry out existing business processes well. However, with the reduction or disappearance of face-to-face meetings, the quality of the relationship decreases both on the customer and business partner side. This research focuses on the relationship with business partners, where the exchange of information and data is not optimal in this section, and even errors can occur. Many studies have tried to optimize relationship management with business partners, but none have focused on small and medium-sized businesses during this pandemic. SME's need to manage their business relationships. However, according to research that has been done, many of these business models do not realize the importance of this, and only focus on selling.. This research aims to design PRM architecture designs for small and medium-scale enterprises in this pandemic era. This research resulted in an e-marketplace design that implements PRM for SMEs by applying a recommendation system for distributors to provide the right product to each reseller. Through the results of initial trials conducted by users, both from distributors and resellers, it is easier to understand each other's needs with this e-marketplace.
 Keywords: SMEs, PRM, channel management, recommendation system, pandemic
 
 Abstrak—Situasi pandemi mendorong setiap bisnis, termasuk skala kecil dan menengah, untuk bertransformasi menuju bisnis online. Hal ini dilakukan untuk dapat terus menjangkau pelanggan dan menjalankan proses bisnis yang ada dengan baik. Namun, dengan berkurangnya atau hilangnya pertemuan tatap muka, kualitas hubungan menurun baik di sisi pelanggan maupun mitra bisnis. Penelitian ini berfokus pada hubungan dengan mitra bisnis, dimana pertukaran informasi dan data tidak optimal pada bagian ini, bahkan kesalahan dapat terjadi. Banyak penelitian telah mencoba mengoptimalkan manajemen hubungan dengan mitra bisnis, tetapi tidak ada yang fokus pada usaha kecil dan menengah selama pandemi ini. Padahal sebenarnya SME pun sangat perlu mengelola relasi bisnisnya. Namun menurut riset yang pernah dilakukan, bisnis model ini banyak yang belum menyadari pentingnya hal tersebut, dan hanya fokus pada menjual. Penelitian ini bertujuan untuk merancang desain arsitektur PRM untuk usaha kecil dan menengah di era pandemi ini. Penelitian ini menghasilkan desain e-marketplace yang mengimplementasikan PRM untuk UKM dengan menerapkan sistem rekomendasi bagi distributor untuk menyediakan produk yang tepat untuk setiap reseller. Melalui hasil uji coba awal yang dilakukan oleh pengguna, baik dari pihak distributor maupun reseller menjadi dimudahkan untuk lebih saling memahami kebutuhan masing-masing dengan adanya e-marketplace ini.
 Kata kunci: SMEs, PRM, channel management, sistem rekomendasi, pandemi 

IMPACT OF SUPPLY CHAIN MANAGEMENT PRACTICES ON SUPPLY CHAIN PERFORMANCE IN IRANIAN OIL AND GAS COMPANIES

Purpose of the study: This study aims to examine the influence of supply chain management practices on the performance of the supply chain in oil and gas companies in Iran.
 Methodology: This is quantitative survey-based research and sampling is a simple random in which data are collected through a standard questionnaire. The questionnaires are distributed among 170 respondents in west oil and gas companies in Iran. The sample consists of 78% male and 22% female, who are mostly from the age range of 35-45. For hypotheses testing, descriptive statistics and structural modeling systems are used through SPSS and AMOS software to investigate the relationships between variables.
 Main Findings: The finding reveals that all supply chain management practices, namely supply chain unity, information sharing, and partner relationship management, have a significant positive impact on supply chain performance.
 Applications of this study: The findings of the study can be implemented in the oil and gas industry to enhance supply chain performance. Besides, chain managers will understand the effects of implementing effective and high-quality supply chain unity, information sharing, and partner relationship management in performing of the supply chain in their companies.
 Novelty/Originality of this study: This study contributes to the literature by utilizing the social exchange theory in the relationship between supply chain management practices and supply chain performance in oil and gas companies.

INFORMATION MODELING OF CONSTRUCTION OBJECTS: FEATURES OF APPLICATION AND DEVELOPMENT

The concept of database creation (modeling) of a building object (Building Information Model further – BIM) – an approach to erection, equipment, support, operation and repair of a building, which includes collection and complex processing during the design process of architectural, technological, economic and other information about the building under construction has been considered. The main advantages of BIM in construction have been highlighted. Advantages and practice of application of informational modeling of construction objects have been studied. Proposals to solve the problems that determine the further effective expansion of the practice of using information modeling of construction facilities have been formulated. In particular, these are modernization of existing and development of domestic software; transition to BIM technologies to public-private partnership facilities; consideration of the BIM model as the main data source for the partner relationship management system, expertise in architectural and urban planning decisions and the project declaration; development and application of intermediate (transitional) period procedure for application of BIM technologies - stages of assessment of readiness of participants of investment and construction complex for application of BIM technologies, application of mechanism of interaction between participants of investment and construction complex and active creation of new digital system of construction facility management.

Conventional versus Unconventional Outsourcing

Today’s world is becoming very competitive and companies are going the extra miles and revisiting their strategies to keep up and sustain competitive advantage. Companies are striving towards low cost, high-quality products delivering value to customers therefore a need to focus on core competencies is essential to create that value and minimize overheads. Capitalizing on know-how, brand equity management, customer and partner relationship management, today’s companies drive for building long-term strategic ventures with selected partners in key markets. Companies are realizing the importance of adding value, reducing cost while delivering products to customers smoothly and efficiently therefore gaining market penetration, market development and product development which result in more market shares at minimum cost, better global presence, brand ownership in case of distributor partnership allocation. This study focuses on the many ways of conventional and unconventional outsourcing, to gain competitive advantage while pointing out where outsourcing can be of failure to some companies lacking strategic management. It also shows the importance of intelligent versus traditional outsourcing where factors such as cutting cost, streamlining the operations and creating partnerships have to be more revolving and consider more convergent and divergent thinking adding for instance innovation to cutting cost, or streamlining the value chain as a whole or adding trust based partnership not just an arm length.

Development of the Viable System Model of Partner Relationship Management of the Company

This paper considers the main instruments for relationship management between the company and different partners. The purpose of the study is to improve the theoretical foundations of the development of a system of total relationship management of the company with the main groups of interaction actors, taking into account relationships with all groups of partners of the company. The model of the relationship management system of the company on the basis of methodical apparatus of cybernetic modeling of viable systems is proposed. The model of the relationship management system of the company is presented as an entity (a metasystem) and an object of management (operating element), which is proposed in the form of relationship management processes with main groups of partners. The system of inter-company interactions, which reflects the development of individual relationship with a certain partner, is presented. Based on the structural-level and metasystem approaches, key levels and structure of enterprise relationships are identified. Five levels of relationship between the company and its partners – element, component, subsystem, system-wide, and metasystem levels are identified. These levels are presented in the form of recursive structure of the viable model of relationship management system of the enterprise.

The Effect of Review Writing on Learning Engagement in Channel Partner Relationship Management

To develop the knowledge and skill sets of channel partner firms, manufacturers increasingly introduce learning programs as part of their relationship management strategies. However, the engagement of channel partners in these programs tends to be low. The current research, conducted in collaboration with a Fortune 100 information technology company, examines ways to strengthen learning engagement. In accordance with self-regulated learning theory, the authors propose and demonstrate that when channel partners write reviews of a learning module that they attended, beyond providing ratings, they are better able to reflect on the relevance of their learning experience and are further engaged in learning activities. The audience and focus of these written reviews determine the engagement of the channel partner sales personnel; therefore, review writing is a valuable, informal mechanism to motivate them. These effects are moderated by characteristics of both the channel partner (salesperson's learning orientation and identification with the manufacturer) and the relationship with the manufacturer (length and exclusivity).

Fostering partner relationship management in B2B ecosystems of electronic media

PurposeThis paper aims to discuss relationship management in business-to-business (B2B) ecosystem of electronic media. The goal of this research is twofold. First, the goal is to understand and model the impact of customer relationship management technology adoption on B2B relationships. Second, the authors investigated how trends in e-business and partner relationship management (PRM) affect partner relationship quality in public broadcasting.Design/methodology/approachThis study deals with the impact that relationship capability, relationship fulfillment, operational PRM, analytical PRM, social PRM and readiness to adopt new e-business models produce on relationship quality of a public broadcaster. The research was conducted on a testing sample of 78 participants. All the participants were representatives of the Serbian public broadcaster’s business partners.FindingsResults revealed that relationship capability, analytical and social PRM have a significant impact on relationship quality. In addition to this, the survey suggested that activities such as organizing social events, developing new services, personalization and tailoring of services could improve PRM outcomes.Practical implicationsThe results aim to help practitioners to enhance their relationships with stakeholders and maximize the total outcomes of those relationships. Specifically, managers and practitioners doing business in the field of electronic media could benefit from the presented results.Originality/valueSignificance of the paper is reflected in the fact that it analyzes innovative concepts and technologies. Conclusions and recommendations put forward in the paper could serve as a good basis and framework for other public broadcasters, particularly for those from the developing countries.

What Really Leads to Partner Relationship Management? A Review of Literature

ABSTRACTThis research article aims at providing a comprehensive overview of the Partner Relationship Management (PRM) domain through an exhaustive literature survey. Current scenario, definitions/perspectives, breakdown of studies by nation, PRM as a software application, the need for PRM, the process of developing partner relationships, and major models, along with major defining constructs and other major insights, have been summarized in the area of partner relationship management using content analysis. The focus is on bridging the gap in the existing academic literature by providing a comprehensive compilation of partner relationship management literature inclusive of B2B and B2C scenarios for future researchers. A list of select premier academic databases has been used to identify the relevant research papers in the domain. This article will help in reducing the time and efforts of researchers by quickly providing a comprehensive view of the PRM literature.

Achieving Sustainable Development by Collaborating in Green Product Innovation

AbstractCollaboration in green product innovation (GPI) is becoming increasingly important, and research on such innovation has grown in recent years. This study reviews literature on external collaborations in GPI to investigate drivers, inter‐organizational factors and intra‐organizational factors for such collaborations. The review includes a total of 67 papers. Survey studies and case studies are the methodologies applied most in the reviewed papers. The most common collaborators are suppliers and customers. Drivers include economic factors, regulations, customer demand, competitiveness and firm performance. Numerous inter‐organizational collaboration factors are presented and summarized in terms of partner selection, relationship management, knowledge access and agreements. Intra‐organizational factors mainly concern cross‐functional collaboration, capabilities and internal practices. Implications for policy and practitioners are presented. Copyright © 2017 John Wiley & Sons, Ltd and ERP Environment

PRM index: a customer satisfaction enhancement tool for Indian automobile sector

This study has proposed a Partner Relationship Management (PRM) index including the impact of relationship between manufacturers and channel partners on customers in Indian automobile sector. In-depth interviews and a standard methodology for scale development were followed by extensive literature review. Questionnaire survey of automobile customers, manufacturers and channel partners belonging to NCR and southern region of India was carried out. Initially for proposing PRM framework, a total of 330 responses were collected and analysed by carrying out factor analysis. Then for proposing PRM index, a case-based methodology was used, with a total of 91 (customers) and 53 (employees of automobile organisations) responses. The major factors identified include trust, commitment enhancement, customer intimacy, relationship enhancement and customer orientation. The proposed index will help in judging the impact of services on customers and possible areas for improvement with prime motive of enhancing the customer satisfaction scores on a continual basis.

PRM index: a customer satisfaction enhancement tool for Indian automobile sector

This study has proposed a Partner Relationship Management (PRM) index including the impact of relationship between manufacturers and channel partners on customers in Indian automobile sector. In-depth interviews and a standard methodology for scale development were followed by extensive literature review. Questionnaire survey of automobile customers, manufacturers and channel partners belonging to NCR and southern region of India was carried out. Initially for proposing PRM framework, a total of 330 responses were collected and analysed by carrying out factor analysis. Then for proposing PRM index, a case-based methodology was used, with a total of 91 (customers) and 53 (employees of automobile organisations) responses. The major factors identified include trust, commitment enhancement, customer intimacy, relationship enhancement and customer orientation. The proposed index will help in judging the impact of services on customers and possible areas for improvement with prime motive of enhancing the customer satisfaction scores on a continual basis.

Sustainable green supply chain management: trends and current practices

Purpose The purpose of this paper is to give an up-to-date and structured insight into the literature published during the past decade on sustainable green supply chain management. It also suggests trends for future research based on the research issues identified through systematic and comprehensive analysis of previous studies in the area of green and sustainable supply chain management. Design/methodology/approach A state-of-the-art literature review is carried out by systematically collecting the existing literature over a period of 10 years (2005-2014) and categorizing it on the basis of attributes such as stages in supply chain, methodology and the industries/sectors under consideration. The classification of literature is also done according to the geographic region and year of publication. Findings There has been an increased interest among researchers and practitioners in the area of sustainable green supply chain management in the past decade. A need for achieving sustainability through adoption of greener practices has been universally felt, owing to an increasing environmental and ecological complexity. The review reveals that there exists a need to address behavioural issues like human resource management and supply chain partner relationship management. Moreover, reverse logistics, closed-loop supply chain management and waste management are areas that need special focus to achieve environmental sustainability. Research limitations/implications The current review focuses on research trends in the past 10 years only. Moreover, papers from only good quality, peer-reviewed journals are considered in the study. Originality/value Most of the previous reviews have either focused on specific issues related to sustainable supply chains only or green supply chains. The present study collectively takes into consideration papers both from green supply chain management as well as from sustainable supply chain literature that have a prime focus on environmental sustainability.

파트너관계관리 성공요인의 중요도 분석

Partner relationship management (PRM) refers to processes and methodologies associated with managing the relationship between corporations and their partners. Recently, the importance of PRM has been increasingly emphasized, and it is considered as a core competitive factor for firms whose sales heavily rely on the intermediate distributor. In this paper, we identify key success factors for PRM system based on literature review on CRM system and interviews with domain experts, and prioritize them from two different perspectives, firms and partners, based on analytical hierarchy process. Partners responded that trust-building between firms and partners, quality of system, and satisfaction level for information system have high priorities, while firms responded that quality of system, information share, and trust building between firms and partners. Identified factors and evaluated priorities can provide a strategic guideline when planning the PRM system building.

Развитие моделей межфирменных взаимодействий субъектов инновационного бизнеса на российских отраслевых рынках

The paper discusses intercompany cooperation, with particular attention to the innovative business. Initially partnerships are understood as an element of company's relational resources. External relations are selected from the whole set of partnerships; we analyze their influence on the competitiveness of a firm. Various forms of partnerships could be found within industrial markets, and generally they are very flexible. Besides traditionally defined market and hierarchical mechanisms, there are some hybrid schemes. The article shows that these hybrid schemes act as a form of so-called «quasi-integration» between companies, which enables them to obtain certain advantages of integrated structures and retain their legal entity status. According to our hypothesis, cooperation model choice is dictated by several factors, including company's characteristics, market structure, and the specificity of assets. Also, we analyze partnership relations of businesses that are included in the national rating «TechUspech», as well as the cooperation between a few small and medium-size innovative companies in Siberia. The study results have revealed that firms related to the knowledge economy and those dealing with oil and gas sector use complex hybrid schemes of quasi-integrative cooperation with a wide range of partners being involved. Despite the widely acknowledged importance of partnership for innovative companies, in most cases, this kind of relations develops spontaneously. Regular partner relationship management does not exist yet. Many innovative companies consider large domestic and foreign corporations as reliable main partners; therefore, these agents play a significant role in the innovative economy.