[ skip to content ]

The Dark Side of Business Relationships: An Overview

Abosag, Ibrahim and Yen, Dorothy Ai-wan and Tynan, Caroline (2015) 'The Dark Side of Business Relationships: An Overview.' In: Nguyen, B. and Simkin, L. and Canhoto, A., (eds.), The Dark Side of CRM: Customers, Relationships and Management. Abingdon: Routledge Taylor & Francis Group plc, pp. 17-30.

[img]
Preview
Text
Download (367kB) | Preview

Abstract

Examining the business-to-business relationships literature shows two main approaches to studying the dark side of business relationships. The first approach focuses on understanding the emergence of the dark side throughout the various stages of business relationship development which can has serious implications for the evolving relationship. The second approach is concerned with understanding the roles of key relational constructs, including trust, commitment, tension, uncertainty, conflict and opportunism, which can either be influenced by, or contribute to, the dark side. The chapter provides a comprehensive overview of the causes, dynamics and consequences when business relationships turn negative.

Item Type: Book Chapters
SOAS Departments & Centres: Departments and Subunits > School of Finance & Management
Legacy Departments > Faculty of Law and Social Sciences > School of Finance and Management
DOI (Digital Object Identifier): 10.1108/07363761311290812
Depositing User: Ibrahim Abosag
Date Deposited: 25 Oct 2015 15:54
URI: http://eprints.soas.ac.uk/id/eprint/21171

Statistics

Download activity - last 12 months
Downloads since deposit
352Downloads
151Hits
Accesses by country - last 12 months
Accesses by referrer - last 12 months

Research Mentions and Reach

Additional statistics for this record are available via IRStats2

Repository staff only

Edit Item Edit Item