Friends or strangers? Attempts at reactivating buyer–supplier relationships

Abstract

Purpose

The purpose of this paper is to explore an important management aspect of business relationship dynamics, namely, the reactivation process of previously ended buyer–supplier relationships.

Design/methodology/approach

A processual case study approach focusing on a single in-depth case has been used. The case is based on longitudinal data from a number of sources concerning one reactivation failure.

Findings

Grounded in previous research and based on this study’s case findings, the authors have designed a model of analysis for relationship reactivation processes. Using the model on this study’s particular case, the authors show how the structural properties of network embeddedness and resource ties worked in favor of the process, whereas the social bonds and the lack of them led to mistrust that disturbed the negotiation and, hence, worked against the reactivation process.

Originality/value

This study makes a contribution to the field of relationship dynamics by exploring relationship reactivation processes. The designed model shows how reactivation can be understood as an interplay between structural properties and (re)building activities and contributes new knowledge on factors that affect this process.

Citation

Poblete, L. and Bengtson, A. (2021), "Friends or strangers? Attempts at reactivating buyer–supplier relationships", Journal of Business & Industrial Marketing, Vol. 36 No. 2, pp. 177-190. https://doi.org/10.1108/JBIM-12-2019-0513