TY - JOUR
T1 - Emotions, trust and relationship development in business relationships
T2 - A conceptual model for buyer-seller dyads
AU - Andersen, Poul Houman
AU - Kumar, Rajesh
PY - 2006/5/1
Y1 - 2006/5/1
N2 - Existing research on buyer-seller relationships has focused on the role played by trust in shaping the dynamics of interpersonal interaction between the buyer and the seller. While this is undoubtedly an important variable in governing the interactional dynamics it is by no means the only variable. The paper begins by reviewing the existing literature on buyer-seller relationships. The role played by emotions is articulated. Finally, it is recognized that the emotions that emerge in a buyer-seller relationship do so at multiple levels. A model and propositions highlighting the impact of emotions on interpersonal relationships are developed. Illustrative cases are used to ground the propositions empirically.
AB - Existing research on buyer-seller relationships has focused on the role played by trust in shaping the dynamics of interpersonal interaction between the buyer and the seller. While this is undoubtedly an important variable in governing the interactional dynamics it is by no means the only variable. The paper begins by reviewing the existing literature on buyer-seller relationships. The role played by emotions is articulated. Finally, it is recognized that the emotions that emerge in a buyer-seller relationship do so at multiple levels. A model and propositions highlighting the impact of emotions on interpersonal relationships are developed. Illustrative cases are used to ground the propositions empirically.
KW - Business negotiations
KW - Emotions
KW - Inter- and intra-group behaviors
KW - Marketing relationships
UR - http://www.scopus.com/inward/record.url?scp=33646092525&partnerID=8YFLogxK
U2 - 10.1016/j.indmarman.2004.10.010
DO - 10.1016/j.indmarman.2004.10.010
M3 - Journal article
AN - SCOPUS:33646092525
SN - 0019-8501
VL - 35
SP - 522
EP - 535
JO - Industrial Marketing Management
JF - Industrial Marketing Management
IS - 4
ER -