Tensile strength of composite ties in business relationships
Journal of Business & Industrial Marketing
ISSN: 0885-8624
Article publication date: 9 November 2018
Issue publication date: 14 June 2019
Abstract
Purpose
This paper aims to empirically examine the proposed framework that incorporates multiple business relational ties as components in a composite that can provide strength to relationships. Strength is conceptualized as tensile strength or an ability to withstand stress without permanent deformation of the relationship.
Design/methodology/approach
The study uses dyadic survey data collected by mail survey from the organizational buyers and suppliers. Analysis is through moderated multiple regression.
Findings
Results indicate that stressors can disrupt individual components of relationships. However, the overall relationship outcome of behavioral loyalty remains intact with tensile strength coming from other components of the relationship.
Originality/value
This research introduces the concept of tensile strength from the material sciences as relevant to dyadic business relationship strength. The outcomes indicate that looking at multiple components of the business relationship provides greater insight into the tensile strength of business relationships.
Keywords
Citation
Wood, J.A. (2019), "Tensile strength of composite ties in business relationships", Journal of Business & Industrial Marketing, Vol. 34 No. 4, pp. 810-820. https://doi.org/10.1108/JBIM-03-2018-0107
Publisher
:Emerald Publishing Limited
Copyright © 2018, Emerald Publishing Limited