Page 13 - Logistics News Sept / Oct 2018
P. 13
Opinion
agendas that conflict with the intentions of services, one could expect that the power in
the other individual could result in a polarised these relationships would lie with the buyer,
view of whether such an interpersonal but as the 3PLs have in-depth knowledge of
relationship should be established in the their clients’ business, the study found that
first place. Interpersonal relationships could there exists a conscious and subconscious
also affect the way in which information is mutual dependency between the individuals.
either disclosed or withheld, based on the This results in extremely high switching
knowledge that the parties have of one costs and barriers to exit the business
another. agreement between these organisations. This
Mutual interests between the parties is especially worrying as service levels of the
involved in interpersonal relationships buying organisation could decrease when a
were found to be a vantage point for the new supplier is introduced to the operations.
development of such relationships. These Even though this study highlighted
mutual interests on a personal level may various pitfalls to interpersonal relationships
tempt either party to disclose sensitive between senior managers in the supply chain,
organisational information as a result there are avenues that senior managers
of a self-imposed strain to protect the can take to avoid these pitfalls and reap
interpersonal relationship. The study also the benefits that such relationships have in
found that enhanced communication could store. Firstly, avoiding the use of coercive
lead to poor business decisions as the parties tactics in the dealings with individuals from
may exert pressure on one another to fulfil other organisations should help to create an
additional requirements. The organisations atmosphere conducive to the development of
in question may not have the required a long-term, value-generating interpersonal
capacity to fulfil such requirements unless relationship. Coercion may result in initial
additional investments are made or changes benefits for the more powerful party in
are made to the methods and practices of the the relationship, but such benefits quickly
organisation. diminish with the passing of time. Basing
Initial results of the study showed that relationships on the knowledge, capability
gender preference was not a deciding and reputation of the other individual is
factor in the establishment of interpersonal highly recommended.
relationships, but delving deeper, the Establishing an organisational culture
researchers found that some participants could assist in setting boundaries, which
did prefer to work with male individuals. can subsequently ensure that above-board
Interestingly, some of the individuals who practices are maintained and the integrity
preferred working with men were, in fact, of individuals and the organisation are
actually women. Some of the participants not put under jeopardy when attempting
noted that this was due to the fact that men to secure contracts. Detailed policies on
tend to be more open and tend to speak their corporate governance should be put in place
minds, making it easier for the other party to to guide employees of the organisation in
know where they stand. acceptable and ethical relationship practices.
However, women were found to Furthermore, assertiveness training should
communicate better on a content level than be provided to ensure that employees do
men, and they tend to bring a more personal not fall victim to master-servant situations
touch to the interpersonal relationship, with that could be brought about by interpersonal
examples such as remembering the other relationships. While interpersonal
party’s birthday. Regardless of preference, relationships with managers from partnering
many of the participants commented that organisations could benefit the supply chain
the industry is predominantly made up of and its individual participants, managers
men and that they do not have frequent need to be aware of the limitations of such
interactions with women in their professional interpersonal relationships and be careful in
capacities. how these relationships are approached and
As 3PL service providers are paid for their maintained. •
September/October 2018 | Logistics News 11
