The Dark Side of Business Relationships: An Overview

Abosag, Ibrahim; Yen, Dorothy Ai-wan; Tynan, Caroline

Abstract

Examining the business-to-business relationships literature shows two main approaches to studying the dark side of business relationships. The first approach focuses on understanding the emergence of the dark side throughout the various stages of business relationship development which can has serious implications for the evolving relationship. The second approach is concerned with understanding the roles of key relational constructs, including trust, commitment, tension, uncertainty, conflict and opportunism, which can either be influenced by, or contribute to, the dark side. The chapter provides a comprehensive overview of the causes, dynamics and consequences when business relationships turn negative.

Citation

Abosag, I., Yen, D. A.-W., & Tynan, C. (2015). The Dark Side of Business Relationships: An Overview. In B. Nguyen, L. Simkin, & A. Canhoto (Eds.), The Dark Side of CRM: Customers, Relationships and Management (17-30). Routledge. https://doi.org/10.1108/07363761311290812

• Publication Date: Jan 1, 2015
• Deposit Date: Oct 25, 2015
• Publicly Available Date: Mar 3, 2025
• Publisher: Routledge
• Peer Reviewed: Peer Reviewed
• Volume: 30
• Pages: 17-30
• Book Title: The Dark Side of CRM: Customers, Relationships and Management
• DOI: https://doi.org/10.1108/07363761311290812