Authors: Paul Schurr
This paper conceptually frames investigation into critical episodes?those episodes thatfundamentally strengthen or fatally weaken relationship development between buyers andsellers, particularly those who represent businesses. It also considers the importance of noncriticalepisodes in business relationships. Episode-relationship theory, the qualitative/quantitative debate, and one episode research method are reviewed and critically assessed for thebenefit of those who want to address gaps in our understanding of interaction episodes.Particular attention is paid to the enduring yet frequently modified Critical Incident Technique(CIT) associated with Flanagan (1954).
Journal: ( – )
Web Address:
Publish Year: 2004
Conference: Copenhagen, Denmark (2004)