Journal
INDUSTRIAL MARKETING MANAGEMENT
Volume 38, Issue 6, Pages 618-632Publisher
ELSEVIER SCIENCE INC
DOI: 10.1016/j.indmarman.2009.05.009
Keywords
Recovery process; Process model; Abductive approach; Triadic relationship; Coalitions
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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. (C) 2009 Elsevier Inc. All rights reserved.
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