Exiting and entering relationships : a framework for re-encounters in business networks
Hurmelinna-Laukkanen, Pia (2017-07-29)
Pia Hurmelinna, Exiting and entering relationships: A framework for re-encounters in business networks, Industrial Marketing Management, Volume 70, 2018, Pages 113-127, ISSN 0019-8501, https://doi.org/10.1016/j.indmarman.2017.07.010
© 2017. This manuscript version is made available under the CC-BY-NC-ND 4.0 license http://creativecommons.org/licenses/by-nc-nd/4.0/
In the networked business environment, the same actors come together and part in various situations. Addressing this, existing research describes the lifecycle of business relationships and network participation: stages from relationship formation to termination and network exits have been covered. Less is known about the phases following a termination of relationships in networks. Especially, literature is relatively silent on those situations where the actors’ paths cross again after a past exit. That is, re-encounters remain poorly understood.
Building on existing literature and illustrative examples on business networks and relationships, this conceptual study suggests that a longitudinally integrated view connecting the exit and post-exit developments to later encounters is needed. This study points out that the crossing of paths may, or may not, give start to the re-establishment of business relations, depending on the re-encounter itself and the preceding steps. Moreover, it is suggested that these antecedents derive from individual, organizational, relationship, and network levels. Therefore a vertically integrated approach further explains the re-encounter outcomes. The aim is to capture dynamics behind re-encounter outcomes — categorized here as (1) refraining from future interaction, (2) retribution, (3) reactivation characterized by reframing, or (4) full reactivation of relationships and collaboration — to assist future research.
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