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

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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):
Date Deposited: 25 Oct 2015 15:54

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