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標題: Dark side of relationships: A tensions-based view
作者: Fang, S.R.
Chang, Y.S.
Peng, Y.C.
關鍵字: Relationship marketing;Dark side of relationships;Tensions-based view;Trust;Commitment;buyer-seller relationships;supplier relationships;business;relationships;longitudinal analysis;relationship quality;strategic;alliances;social-structure;joint ventures;cooperation;competition
Project: Industrial Marketing Management
期刊/報告no:: Industrial Marketing Management, Volume 40, Issue 5, Page(s) 774-784.
By drawing on the tensions-based view to depict the components of the dark side of relationships, this study presents a conceptual model explaining how the dark side of relationships can moderate the positive relationship between relationship quality and relationship function. The authors test the hypotheses via a mail survey involving 136 manufacturing firms. The results support the hypotheses, which posit that relationship quality is positively associated with relationship function. Moreover, the empirical results partially support the argument of the author that the influence of relationship quality on relationship function is strengthened or weakened when three relationship tensions (namely, behavioral, structural, and psychological tension) are balanced or imbalanced. Theoretical and managerial implications are extracted from this study, and potential future research directions. (C) 2011 Elsevier Inc. All rights reserved.
ISSN: 0019-8501
DOI: 10.1016/j.indmarman.2011.02.003
Appears in Collections:期刊論文

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