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)
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.