Dark-side-effect contagion in business relationships

Zhang, Y., Leischnig, A., Heirati, N. ORCID: https://orcid.org/0000-0001-7892-7082 and Henneberg, S. C. (2021) Dark-side-effect contagion in business relationships. Journal of Business Research, 130. pp. 260-270. ISSN 1873-7978 doi: 10.1016/j.jbusres.2021.03.047

Abstract/Summary

Business relationships are often a source of benefits for firms, but they can tip and unleash detrimental effects that diminish or even destroy relationship performance. Although prior studies on dark-side effects in business relationships have advanced the understanding of the phenomenon, they mainly relied on a dyadic perspective exploring single buyer–seller relationships. Yet business relationships are often parts of wider relationship portfolios and networks, and the characteristics of one relationship may have implications for other relationships. This article advances knowledge on the dark side of business relationships by introducing the concept of dark-side-effect contagion, which relies on the idea that dark-side effects can spread between business relationships. We develop a multi-level framework that accounts for inter-organizational, inter-personal, and intra-personal aspects of dark-side-effect contagion. This article contributes to the literature by extending the concept of dark-side effects in business relationships, thereby opening new lines of inquiry.