Relationship attractors : distinguishing between stable and transient relationship atmospheres using the IRRP data base

Ian F. Wilkinson, Charles Wong, Louise C. Young, Alexandra Waluszewski

    Research output: Chapter in Book / Conference PaperConference Paper

    Abstract

    ![CDATA[Business relations are complex adaptive systems that are co-produced through the interactions of the parties involved over time. Any sample of relations at a particular time comprises a mix of relations of some which have reached stable attractors while others are in transition. We report the results of a cluster analysis of buyer-seller relations, based on measures of relationship atmosphere, in which stable versus transient or unstable relations are distinguished and the resulting clusters are compared and interrelated. The data comes from the Interfirm Relations Research Program and includes seller and buyer perceptions of relations. We show that, not unexpectedly, there are more types of unstable relationship atmospheres than stable ones and we examine the nature of the transition paths suggested by our results.]]
    Original languageEnglish
    Title of host publicationProceedings of the 24th Industrial Marketing and Purchasing Conference (IMP2008), held in Uppsala, Sweden, 4-6 September, 2008
    PublisherUppsala University
    Number of pages11
    Publication statusPublished - 2008
    EventIndustrial Marketing and Purchasing Conference -
    Duration: 4 Sept 2008 → …

    Conference

    ConferenceIndustrial Marketing and Purchasing Conference
    Period4/09/08 → …

    Keywords

    • business enterprises
    • business networks
    • relationships
    • stability
    • typology (psychology)
    • dynamics

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