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

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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.

Original languageEnglish
Pages (from-to)367-391
Number of pages25
JournalAsia Pacific Business Review
Volume25
Issue number3
DOIs
StatePublished - 27 May 2019

Keywords

  • B2B relationships
  • exit intentions
  • firm performance
  • longitudinal study
  • Stage model

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