Effectiveness of Sales Pitches by Top Management to Generate Interfirm Relationships under the Framework of Relationship Mediation and Velocity

Abstract

This study aimed to examine the effectiveness of sales pitches by top management to generate interfirm relationships in the automotive parts industry. According to previous studies, suppliers and automakers tend to invest significant time and effort in building and sustaining interfirm relationships. As a result, the automotive parts industry has a tendency to form strong interfirm relationships.

This study compares the effectiveness of top management’s personal networking between German and Japanese suppliers. In this research, the author utilized text mining methodology to integrate qualitative and quantitative analyses. Based on the text mining analysis, interesting differences in relationship building mediation and velocity were identified. The differences reflect the various perspectives and expectations of relationship building between German and Japanese suppliers. This will also implicate the openness of transactions and the diffusion of innovation.