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

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  • Chang Bum Ju
  • Hong-Youl Ha

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.

Suggested Citation

  • Chang Bum Ju & Hong-Youl Ha, 2019. "An empirical analysis of the stage model of Business-to-Business relationships in South Korea: a longitudinal study," Asia Pacific Business Review, Taylor & Francis Journals, vol. 25(3), pages 367-391, May.
    • Handle: RePEc:taf:apbizr:v:25:y:2019:i:3:p:367-391
    DOI: 10.1080/13602381.2018.1551987
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    Cited by:

    1. Hong-Youl Ha, 2020. "Exploring the Effects of Trust and Its Outcomes in B2B Relationship Stages: A Longitudinal Study," Sustainability, MDPI, vol. 12(23), pages 1-14, November.

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