Twists and turns of triadic business relationship recovery - UTU Research Portal

A1 Refereed original research article in a scientific journal

Twists and turns of triadic business relationship recovery

Authors: Salo Anniina, Tähtinen Jaana, Ulkuniemi Pauliina

Publisher: Elsevier (Commercial Publisher)

Publication year: 2009

Journal: Industrial Marketing Management

Journal name in source: Industrial Marketing Management

Volume: 38

Issue: 6

First page : 618

Last page: 632

Number of pages: 15

ISSN: 0019-8501

DOI: https://doi.org/10.1016/j.indmarman.2009.05.009(external)

Web address : http://api.elsevier.com/content/abstract/scopus_id:68149137724(external)

Abstract

This study focuses on triadic business relationship recovery processes through a single case study. We address the question of what kind of process takes place when a business relationship on the verge of ending is recovered and what roles a third actor can play in the process. As a result, we model a process through which a triadic business relationship is recovered and attraction, trust, and commitment are restored. © 2009 Elsevier Inc. All rights reserved.