Dr' Terry Besser

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Dr. Terry Besser

• What distinguishes high performing business
  networks from other networks?

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Findings from

• Telephone interviews with 1122 network members of
  29 networks
• Information supplied by the network director
• Compiled at the network level
• Averages or percentages from network members
• Answers from directors

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Definition of Network Performance

• Member responses to
• How satisfied are you with the association?
• What would be your reaction to the association
  demise?
• Likely future participation in the association?
• Assessment of associations future

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Potentially Important Factors

• Interactions among members
• Motivation for belonging
• Expressive
• Instrumental
• Communication
• Trust and shared vision

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• Member involvement
• Resource sharing
• High trust
• Low trust
• Presence of cleavages within association
• Association characteristics

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High Performers

• Higher status members
• More trust, commitment, shared vision among
  members
• Greater frequency of communication among members
• A newsletter

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• Greater resource flows between members
• Both high trust and low trust
• Higher instrumental motivation
• Less variation among members
• Greater variation in length of membership
• More members

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These Factors Dont Matter

• Relationships (although trust and frequency of
  communication do matter)
• Expressive motivation
• Differences between members (except previously
  noted)
• Involvement of members
• Structural network features

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Keys to Creating and Sustaining High Performing
Business Associations

• Create and utilize mechanisms to develop trust
  and shared vision among members
• Ground rules, awards for exemplary sharing,
  sanctions, role models among high status members,
  opportunities to work together
• Selective recruitment of new members

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• Effective communication mechanisms, especially a
  newsletter
• Workshops on internet usage
• Association internet bulletin board
• Special rewards for newsletter contributions,
  outsourcing, sponsors

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• Mechanisms and/or structures to facilitate
  resource flows
• Regular visits to each others business
• An easy to use referral system
• Workshops and programs to facilitate and inspire
  cooperative arrangements
• Time and opportunity for sharing information,
  both formal and informal

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• Effective public relations and lobbying for
  member interests
• (appeals to instrumental motivation)
• Attract and retain prestigious members
• (they bring status and clout)

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• 6. Programs to help businesses be more successful
  (appeals to instrumental motivation)
• 7. Information to members about the contribution
  the association makes to their business and
  personal success