Twists and turns of triadic business relationship recovery

: Salo Anniina, Tähtinen Jaana, Ulkuniemi Pauliina

Publisher: Elsevier (Commercial Publisher)

: 2009

: Industrial Marketing Management

: 38

: 6

: 618

: 632

: 15

: 0019-8501

DOI: https://doi.org/10.1016/j.indmarman.2009.05.009

: http://api.elsevier.com/content/abstract/scopus_id:68149137724

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.