Paper info: Handling Relationship Problems
Title
Handling Relationship Problems
Authors
Judy Zolkiewski
Manchester Business School
United Kingdom
Place of Publication
The paper was published at the 27th IMP-conference in Glasgow, Scotland in 2011.
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Abstract
Abstract
This paper explores the darker side of business relationships through analyzing the
problems that are encountered in business relationships and how they are resolved. An
exploratory approach to the research is undertaken: in-depth interviews with business
managers are used to provide insight into the subject area. We contribute to academic debate
by expanding the exploration of the interpersonal interactions in a business-to-business
context and also to management practice by giving insight in strategies that can be used to
cope with the darker side of relationships.
Keywords
Dark Side, Problems, Business Relationships, Guanxi
This paper explores the darker side of business relationships through analyzing the
problems that are encountered in business relationships and how they are resolved. An
exploratory approach to the research is undertaken: in-depth interviews with business
managers are used to provide insight into the subject area. We contribute to academic debate
by expanding the exploration of the interpersonal interactions in a business-to-business
context and also to management practice by giving insight in strategies that can be used to
cope with the darker side of relationships.
Keywords
Dark Side, Problems, Business Relationships, Guanxi