An Integrative Framework of Buyer–Supplier Negative Relationship Quality and Dysfunctional Interfirm Conflict
| Autor: | Melvin Prince, Dayananda Palihawadana, Robert D. Winsor, Mark A. P. Davies |
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| Rok vydání: | 2016 |
| Předmět: |
Marketing
Knowledge management business.industry media_common.quotation_subject 05 social sciences Dysfunctional family Interpersonal communication Management Information Systems Consistency (negotiation) Negative relationship Business marketing 0502 economics and business Causal chain 050211 marketing Quality (business) Sociology Social identity theory business 050203 business & management media_common |
| Zdroj: | Journal of Business-to-Business Marketing. 23:221-234 |
| ISSN: | 1547-0628 1051-712X |
| DOI: | 10.1080/1051712x.2016.1215741 |
| Popis: | Purpose: Problems of relationship quality and interfirm conflict in business-to-business settings are serious concerns that need to be addressed. Thus, the authors have engaged in an extensive review to promote an understanding of these complex issues. This article develops an integrated framework for analyzing wide-ranging relations between individual representatives and patterns of interfirm incompatibility for managerial control.Methodology/approach: The review involves numerous sources that include articles and monographs. A theoretical framework is constructed to integrate fragmented empirical data. In particular, social identity and commitment-trust theories are mobilized for this framework.Findings: The review of studies has a substantial consistency with the theoretical framework. The article outlines a causal chain from interpersonal agent dissimilarities to dysfunctional buyer–supplier relations, culminating in interfirm pathological conflict. Moderating factors in the causal chain are: ... |
| Databáze: | OpenAIRE |
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