Authors: Jaana Tähtinen; Terje Ingebrigt Vaaland
The aim of the paper is to construct a process model for business relationship restoration. We suggest a three-phase model in which the first phase includes an identification of the factors that attenuate relationship ending. The second phase stresses the importance of the attenuating factors present in a relationship. In the third phase the parties? ability to save the relationship (i.e. to perform attenuating action) is increased by balancing their perceptual differences concerning the reasons for ending the relationship. Based on a case relationship between two Norwegian industrial companies we explore restoring action in a real life context. As a result, we claim that awareness and a systematic analysis of the attenuating factors combined with a process for restoring action can save the relationship.
Journal: ( – )
Web Address:
Publish Year: 2003
Conference: Lugano, Switzerland (2003)