Old guards or new friends? Relational awareness and motivation in opportunities seizing

This study uses behavioral drivers to examine the variation in managerial cognition impact on opportunities seizing. Behavioral drivers of firms’ actions have so far been focused on rivalry, leaving relational modes of interaction relatively unattended. In this study, we fill this gap by introducing relational awareness and relational motivation of managers toward their environment. Our study of 400 Polish firms indicates that relational awareness and motivation are significantly associated with the durability and heterogeneity of inter-organizational relationships (IORs) that managers establish to seize market opportunities. However, relationship heterogeneity is focused on the supply chain, while the broader value network is not relevant to managers.