Paper info

EVOLUTION OF EXCHANGE RELATIONSHIPS: PAST RESEARCH AND FUTURE DIRECTIONS

Kaisa Snellman

The paper was published at the 17th IMP-conference in Oslo, Norway in 2001.

The purpose of this paper is to review and present extent research on evolution of exchangerelationships conducted within the fields of industrial marketing, organisational theory andstrategic management. The review shows that the current research field is very fragmentedand characterised by a lack of cross-referencing between the three main theoreticaldomains. However, the findings are strikingly similar across disciplines suggesting goodpossibilities of integrating the field. The paper is organised around three major questionsaddressed by previous research: what changes as relationships evolve, what factorsinfluence the evolution, and how do relationships evolve? As reviewed, relationshipdevelopment has been observed in terms of change in routines, resources, social bonds, andpower in a relationship. Factors influencing change include outcome-related factors,relationship-specific factors and organisation-specific factors. The underlying processesthat shape development can be categorised into review and negotiation processes andprocesses where development of social bonds and norms and communication areemphasised. Finally, the paper identifies possible future research questions focusing on theinterplay between network evolution and dyadic development and the relational andstructural dimensions of relationships, and the mechanisms that determine the spread andmagnitude of change.