The deterioration of a business relationship- Typological approach of the customers’ reaction

David Vidal, Hervé Fenneteau and Gilles Paché ()
Additional contact information
David Vidal: MRM - Montpellier Research in Management - UM1 - Université Montpellier 1 - UPVM - Université Paul-Valéry - Montpellier 3 - UM2 - Université Montpellier 2 - Sciences et Techniques - UPVD - Université de Perpignan Via Domitia - Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School, CR2M - CR2M Centre de recherche sur le management et les marchés - UM2 - Université Montpellier 2 - Sciences et Techniques
Hervé Fenneteau: MRM - Montpellier Research in Management - UM1 - Université Montpellier 1 - UPVM - Université Paul-Valéry - Montpellier 3 - UM2 - Université Montpellier 2 - Sciences et Techniques - UPVD - Université de Perpignan Via Domitia - Groupe Sup de Co Montpellier (GSCM) - Montpellier Business School, CR2M - CR2M Centre de recherche sur le management et les marchés - UM2 - Université Montpellier 2 - Sciences et Techniques
Gilles Paché: CRET-LOG - Centre de Recherche sur le Transport et la Logistique - AMU - Aix Marseille Université

Post-Print from HAL

Abstract: Inter-organisational relationships are sometimes subject to degradation. When incidents arise, and relationship attractiveness decreases, its evolution becomes uncertain. Adopting the supplier perspective, and starting from the idea that the outcome of the degradation process is mainly determined by customers' reactions, this paper aims to develop a framework helping managers to understand those reactions. We propose that customers' reactions vary as a function of the nature of the business relationship and the customer commitment when degradation begins. Based on a qualitative case study, a typology of business relationships is presented and it explains the specific reaction that each type of customer is likely to adopt.

Keywords: buyer-supplier relationship typology; commitment; degradation; EVLN model (search for similar items in EconPapers)
Date: 2014-04-13
References: Add references at CitEc
Citations:

Published in 23rd IPSERA Conference, Apr 2014, Pretoria, South Africa

There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it.

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02089149

Access Statistics for this paper

More papers in Post-Print from HAL
Bibliographic data for series maintained by CCSD ().