What is dark about the dark-side of business relationships?

Ibrahim ABOSAG*, Dorothy A. YEN, Bradley R. BARNES

*Corresponding author for this work

Research output: Journal PublicationsJournal Article (refereed)peer-review

101 Citations (Scopus)


Over the last decade or so, the term 'dark-side' in referring to business relationships has been increasingly used in academic discourse. Despite such a growth in the number of studies, relatively little critique has been offered among scholars. The fact that effectively managing the dark side of business relationships has potentially greater influence of contributing to inter-organizational success beyond more focus on the positive side necessitates an urgent critique surrounding 'what is dark about the dark side of business relationships?' Thus, we aim to provide an overview relating to the 'dark side' of business relationships in a quest to generate greater debate on the subject.

Original languageEnglish
Pages (from-to)5-9
Number of pages5
JournalIndustrial Marketing Management
Publication statusPublished - May 2016
Externally publishedYes

Bibliographical note

Publisher Copyright:
© 2016 Elsevier Inc.


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