An empirical analysis of the stage model of Business-to-Business relationships in South Korea: a longitudinal study

Chang Bum Ju and Hong-Youl Ha

Asia Pacific Business Review, 2019, vol. 25, issue 3, 367-391

Abstract: In this study, we develop and evaluate a framework for investigating the relationship between firm performance and exit intentions—that is, when the termination of Business-to-Business (B2B) relationships involves both conflict and cooperation. This study adds to extant research by demonstrating the importance of temporal changes; the proposed framework highlights the change processes in B2B relationship exit intentions. At time point T, the results suggest that the long-term relationship stage is stable. At time point T + 1, we find that the final relationship stage is dynamic. We demonstrate that several structural-temporal relationships among the investigated links (i.e. conflict-cooperation, conflict-firm performance, and cooperation-firm performance) decrease.

Date: 2019
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DOI: 10.1080/13602381.2018.1551987

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