Paper info: Relationship Attractors: Distinguishing Between Stable and Transient Relationship Atmospheres using the IRRP data base
Relationship Attractors: Distinguishing Between Stable and Transient Relationship Atmospheres using the IRRP data base
Charles Wong,Ian Wilkinson andLouise Young
University of Sydney
University of Western Sydney
Place of Publication
The paper was published at the 24th IMP-conference in Uppsala, Sweden in 2008.
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.