(+) (-) (+) (-) Communication (+) (-) (+) (-) Information (-)/(+) (-) (+) (-) sharing & knowledge transfer Cooperation & (+) (-) (+) (o)/(+) coordination Adaptations & (-) (-) (o)/(+) (+) investments Commitment (-) (-)/(+) (+) (-)/(+) Satisfaction (+) (o) (o)/(+) (-) Dependency & (o) (-) (+) (-) power Flexibility (-)/(+) (o) (-) (-) Reputation (o) (-) (o) (-) Loyalty (+) (o) (o) (o) Relationship (o) (-)/(o) (o) (o) history Additional Supplier is Transparency Both A large findings part of Alpha would have organization discrepancy and familiar contributed were very between with the to trust and much the information aligned perceptions and Ability to of Alpha Transparency knowledge deliver was and the increased the sharing high supplier on quality of the Alpha felt the relationship unvalued as a relationship customer Knowledge (+) (-) (+) (-) transfer Explicit (+) (-) (+) (-) knowledge Tacit (+) (-) (+) (-) knowledge NPD (+) (-) (+) (-) performance Timing (-) (-) (+) (-) Budget (+)/(-) (-) (+) (-) Quality (+) (-) (-) (-) Table 4: Summary of the case study results CASE 1 Gamma CASE 2 Delta CASE 3 Zeta CASE 4 Eta Elements Relationship quality (o)/(+) (-) (+) (-)/(+) Knowledge transfer (+) (-) (+) (-) Performance of the NPD (+) (-) (+) (-) project Figures Figure 1: Conceptual framework
(+) (-) (+) (-) Communication (+) (-) (+) (-) Information sharing & knowledge transfer (-)/(+) (-) (+) (-) Cooperation & coordination (+) (-) (+) (o)/(+) Adaptations & investments (-) (-) (o)/(+) (+) Commitment (-) (-)/(+) (+) (-)/(+) Satisfaction (+) (o) (o)/(+) (-) Dependency & power (o) (-) (+) (-) Flexibility (-)/(+) (o) (-) (-) Reputation (o) (-) (o) (-) Loyalty (+) (o) (o) (o) Relationship history (o) (-)/(o) (o) (o) Additional findings Supplier is part of Alpha and familiar with the Transparency increased the quality of the relationship Transparency would have contributed to trust and information and knowledge sharing Alpha felt unvalued as a customer Both organization were very much aligned Ability to deliver was high A large discrepancy between the perceptions of Alpha and the supplier on the relationship Knowledge transfer (+) (-) (+) (-) Explicit knowledge (+) (-) (+) (-) Tacit knowledge (+) (-) (+) (-) NPD performance (+) (-) (+) (-) Timing (-) (-) (+) (-) Budget (+)/(-) (-) (+) (-) Quality (+) (-) (-) (-) Table 4: Summary of the case study results Elements CASE 1 Gamma CASE 2 Delta CASE 3 Zeta CASE 4 Eta Relationship quality (o)/(+) (-) (+) (-)/(+) Knowledge transfer (+) (-) (+) (-) Performance of the NPD project (+) (-) (+) (-) Figures Figure 1: Conceptual framework