Defining the Concept of Wavelength in SME relationships with non­‐consulting business support services.

Cresswell, Sarah (2011) Defining the Concept of Wavelength in SME relationships with non­‐consulting business support services. [Dissertation (University of Nottingham only)] (Unpublished)

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Abstract

In recent research SME owners sited trust as the predominant blockage to commissioning external professional support (Cresswell and Preece, SME Interviews 2011). However little academic research has been conducted on the subject of trust and the SME sector. Research relating to trust and corporation’s sites ‘wavelength’ as an essential component of trust, however little clarification of the definition and components of wavelength can be found. Therefore research is required to determine the definition and constituent parts of wavelength, as they are perceived by the SME sector in order to establish its importance to the commissioning of non-consulting professional services.

A number of possible components of wavelength were identified, including one-to-one marketing, trust, basic manners and emotional intelligence. These subjects where researched to form an analysis framework, which was taken to SME owners where information was gathered using a qualitative research methodology with the objective of defining wavelength, its components and competitive importance to non consulting professional service providers.

As a result of the analysis, the existence of shared wavelength was confirmed as a potential source of competitive advantage for a non-consulting professional service provider working in the SME sector. Further, a structural composition of wavelength is advanced as a model for the development of relationship strategies to include channels of communication. This composition includes personal attributes and company structural attributes taken from the analysis findings. Finally, wavelength is defined using the knowledge gained from analysis.

In conclusion, trust is confirmed as a barrier to commissioning where vulnerability exists, however it is the supporting components of trust which should be focused on by non consulting professional service providers wishing to create a competitive advantage since these are enablers’ of trust where it is needed.

Item Type: Dissertation (University of Nottingham only)
Depositing User: EP, Services
Date Deposited: 10 Nov 2011 15:29
Last Modified: 23 Oct 2016 17:18
URI: http://eprints.nottingham.ac.uk/id/eprint/25284

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