A1 Refereed original research article in a scientific journal

Twists and turns of triadic business relationship recovery




AuthorsSalo Anniina, Tähtinen Jaana, Ulkuniemi Pauliina

PublisherElsevier (Commercial Publisher)

Publication year2009

JournalIndustrial Marketing Management

Journal name in sourceIndustrial Marketing Management

Volume38

Issue6

First page 618

Last page632

Number of pages15

ISSN0019-8501

DOIhttps://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.




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