Negative critical waves in business relationships: an extension of the critical incident perspective
نویسندگان
چکیده
Purpose This study aims to extend understanding of business-to-business relationship dynamics by introducing and discussing the phenomenon of a 'negative critical wave' (NCW), defined as a disturbance in a relationship that emerges and develops within or beyond individual working relationships. Design/methodology/approach The dynamics of working relationships in two manufacturing firms in Finland and Sweden were studied by analysing the narratives of unstructured personal interviews with 16 middle managers and 14 operational executives, who recalled experiences of relevant situations over three years, with emphasis on unexpected disturbances, challenges and problems.
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