Business Relationship Life Cycle Theory: Past, Present, and the Future
摘要
This study aims to examine, analyze, and integrate the existing body of knowledge relevant to the progress in the evolution of interorganizational relationship (IOR) research over the past four decades. Following David and Han’s (Strateg Manag J 25:39–58, 2004) methodology, we mined the ABI/Inform and Econ-Lit databases to search for the relevant articles encompassing the evolution, development, and/or progression in the IORs. We found that (1) around 70% of the articles are empirical and 30% are theoretical; (2) more than half of the literature focuses on the marketing context, while around twenty percent of the reviewed literature focuses on the supply chain context; and (3) there have been two dominant models: the phased approach and the cooperation cycle approach. This study appears to be the first to classify, analyze, and group the antecedents of the evolution of the B2B relationship, as outlined by the 7-phase and cycle approach proposed by Dwyer et al. (1987).