What is Dark about the Dark-Side of Business Relationships?

Abosag, Ibrahim; Yen, Dorothy Ai-wan; Barnes, Bradley

Abstract

Over the last decade or so, the term ‘dark-side’ in referring to business relationships has been increasingly used in academic discourse. Despite such a growth in the number of studies, relatively little critique has been offered among scholars. The fact that effectively managing the dark side of business relationships has potentially greater influence of contributing to inter-organizational success beyond more focus on the positive side necessitates an urgent critique surrounding ‘what is dark about the dark side of business relationships?’ Thus, we aim to provide an overview relating to the ‘dark side’ of business relationships in a quest to generate greater debate on the subject.

Citation

Abosag, I., Yen, D. A.-W., & Barnes, B. (2016). What is Dark about the Dark-Side of Business Relationships?. Industrial Marketing Management, 55, 5-9. https://doi.org/10.1016/j.indmarman.2016.02.008

• Journal Article Type: Article
• Acceptance Date: Feb 1, 2016
• Publication Date: Jan 1, 2016
• Deposit Date: Mar 2, 2016
• Publicly Available Date: Jun 7, 2016
• Journal: Industrial Marketing Management
• Print ISSN: 0019-8501
• Electronic ISSN: 1873-2062
• Publisher: Elsevier
• Peer Reviewed: Peer Reviewed
• Volume: 55
• Pages: 5-9
• DOI: https://doi.org/10.1016/j.indmarman.2016.02.008
• Keywords: The Dark side, business relationships, opportunism, conflict, tension