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Clients’ outcomes from providers’ networks: the role of relational exclusivity and complementary capabilities

Clients’ outcomes from providers’ networks: the role of relational exclusivity and complementary capabilities

Trapido, Denis, Pallotti, Francesca and Lomi, Alessandro (2020) Clients’ outcomes from providers’ networks: the role of relational exclusivity and complementary capabilities. Connections: International Network for Social Network Analysis, 40 (1). pp. 31-46. ISSN 0226-1776 (doi:https://doi.org/10.21307/connections-2019.011)

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Abstract

Organizations have leeway in how much they employ their network relations to the benefit of their clients. When do they do so more rather than less? Relying on research on trust and knowledge absorption, the authors suggest that providers’ network relations generate better outcomes for their clients when these relations are concentrated in a limited, exclusive set of partners. The authors argue that providers’ relational exclusivity benefits clients because it facilitates the awareness and use of partners’ complementary client service capabilities. An analysis of a regional network of patient referrals among 110 hospitals supported this argument. The study highlights the role of interorganizational partnership networks in activating client service capabilities and stimulates further inquiry into providers’ network features that benefit the users of their services.

Item Type: Article
Uncontrolled Keywords: client benefit, organizational networks, organizational learning, health care
Subjects: H Social Sciences > H Social Sciences (General)
Faculty / Department / Research Group: Faculty of Business
Faculty of Business > Department of International Business & Economics
Last Modified: 24 Sep 2020 10:15
Selected for GREAT 2016: None
Selected for GREAT 2017: None
Selected for GREAT 2018: None
Selected for GREAT 2019: None
Selected for REF2021: None
URI: http://gala.gre.ac.uk/id/eprint/27907

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