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Paper info: TOWARDS DEVELOPING A CONSTRUCT OF RELATIONSHIP ATMOSPHERE

Title


TOWARDS DEVELOPING A CONSTRUCT OF RELATIONSHIP ATMOSPHERE

Authors


Catherine Sutton-Brady
University of Sydney
Australia
Catherine Sutton-Brady

Place of Publication


The paper was published at the 16th IMP-conference in Bath, U.K in 2000.

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Abstract


This paper continues the investigation into the make up of relationship atmosphere. This ongoingstudy of the complex nature of relationship atmosphere and its role in supplier/customerrelationships, has to date led to some interesting findings. These findings will be brieflydiscussed in order to highlight the need for this more indepth analysis of the phenomena ofrelationship atmosphere.It is the intangible nature of atmosphere that poses problems in conceptualisation andmeasurement. Nonetheless, consensus of opinion would seem to exist on the key dimensions ofatmosphere. This paper initially examines these dimensions of relationship atmosphere - trust,power, dependency, commitment, utilising source data provided within the framework of theIMP2 project to carry out this research.It then builds on findings of previous studies by the author, which identified an alternative wayof viewing atmosphere in the interaction model, as a perception of each actor in the relationship(ie., a perceived atmosphere.). However this research looked only at individual dimensions andtherefore did not give a holistic view of the relationship atmosphere.This paper aims to address this shortfall, by showing how the author intents to develop aconstruct of relationship atmosphere, which can be used to investigate and compare the conceptof atmosphere across relationships.