The Role of Talent Management in Enhancing B2B Relationships in Offshoring Organisations: Evidence From Indian IT Services Sector

Abstract

This paper argue that for firms which are already global in nature, talent management (TM) serves as the mechanism for leveraging the organisations global mindset (GM) in improving its relationship quality (RQ) with client firms. Using a sample of 68 offshore service providers (OSPs) in the IT sector in India, the paper investigates how to enhance their RQ– through GM and TM. The findings suggest that the GM of top management teams and TM enhance the RQ and that TM significantly mediates the association between the GM and RQ of OSPs. The key implications of the study include the need to develop GM of top managers and TM as essential capabilities for OSPs.