Structural networks and dyadic negotiations in tourism destination ecosystems

Abstract

Purpose: This study investigates how and to what extent structural network properties affect dyadic negotiation behavior in tourism destination ecosystems. Specifically, we address negotiation behavior in terms of problem-solving and contending, because these two key strategies reflect the integrative and distributive aspects of dyadic interactions.

Design/methodology/approach: The study relies on network data and dyadic survey data from nine mountain tourism destinations in southeastern Norway. The structural network properties we research are triadic closure—the extent to which a dyad has common ties to other actors— and structural equivalence—the similarities in networking patterns that capture firms’ competition for similar resources. In addition, we also study a possible effect of relationship duration on negotiation behavior.

Findings: Triadic closure and relationship duration have positive effects on problem-solving, and structural equivalence tends to decrease problem-solving, although the effect is inconsistent; none of these three independent variables were found to affect contending negotiation behavior. Research limitations/implications: The study shows that a dyad’s structural network embeddedness has implications for negotiation behavior. Further research is encouraged to develop this theoretical perspective.

Originality: This study is a pioneering investigation of how structural network properties affect dyadic negotiation behavior in ongoing coproducing relationships in real-world destination ecosystems.