Attributes Ofan Enterprises Relational Strategy in the Context of Managers' Network Awareness

Abstract

The relational strategy is based on a collaboration of enterprises, and thus it is determined by specific attributes resulting from the specificity of established, maintained and developed inter-organizational relations, their forms and arrangements. Whether a company's relational strategy is characterized by the multiplicity of relationships with various partners, whether it is based on long-term relationships, on trust or whether it consists of formal and contractual relations depends on the extent of the network managers' awareness. The results of the pilot studies carried out on a sample of 53 enterprises operating in Poland illustrate the relationship between particular attributes of the relational strategy of these companies and the network awareness of their managers. The findings indicate that the greater network awareness of managers, the more a company's relational strategy is characterized by diversity, durability, originality and a smaller degree of formalization.