Do Relational Capabilities Equally Matter in Successful Cooperation? – Empirical Evidence from Polish Enterprises

The main purpose of the paper is to estimate the impact of different relational capabilities on partnership's efficiency and effectiveness. We start from describing the components and structure of relational competence in theory, and then contrast it with the perception of its level, role and management in Polish companies (findings based on empirical research in 253 firms). Both theoretical advances and empirical data indicate, that systemic analysis and then careful management of relational competence leads to better performance, but managers and academics differ in their perception, of what kind of fragmentary capabilities are critical for successful cooperation.