THE RELATIONSHIP COMPETENCE CONTRIBUTING TO SOCIAL CAPITAL DEVELOPMENT OF TECHNOLOGY-BASED FIRM

Abstract

At the new context of the emergency of the network organizations and the global businesses, the establishment of cooperation relationships provides costs reduction and the increment of competitive advantages. However, these partnerships fail because of the low attention to the relational component in business-oriented interpersonal interactions. The formation of alliances indicates that the knowledge, confidence and social network provides conditions for reach opportunities and add wealth that guarantee the sustainability of organizations. The study aims to observe how the relationship competence acts in the aggregation of those elements. We carry through a qualitative analysis of important elements to initiate and keep a cooperation relationship. The results demonstrate that interpersonal sensitivity emerges as primordial dimension in the quality of the relationship, also shows up the emergency of the negotiation ability between partners and promotion of consensus among the actors as the element constituent of the negotiation capacity for maintenance of healthful relations. The entrepreneur’s sustainability in the network is supported by the development of alliances, and in this scene the relationship ability is a key element for the success of partnerships