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Tuesday, September 28th, 2021
The strategic implications of trust building in B2B client relationships and the way towards enhancing them to create mutual economic value. Abstract There is a noticeable lack of clarity around the construct of trust in the business to business (B2B) context. The thesis on which this article is based considers how trust building antecedents operate dynamically within a B2B relationship,…
Thursday, January 28th, 2016
Is conflict within a business-to-business (B2B) relationship a bad thing? Gargiulo & Ertug (2006) argue that hostility and bitterness resulting from disagreements not being resolved amicably can lead to almost pathological consequences such as relationship dissolution. However, when disputes are resolved amicably, such disagreements can be referred to as functional conflict, because they prevent stagnation, stimulate interest and create curiosity,…
