Figure 8
The conceptual framework illustrates relationship development through the stages Awareness, Exploration, Expansion, Commitment, and Dissolution. The central pathway shows progression through these stages, with bidirectional loops between Exploration, Expansion, and Commitment indicating iterative development. The upper section represents a Strong Relationship State and identifies Relationship Accelerators, including Trust, Norms, Culture, Performance, Service, and Satisfaction. The lower section represents a Weak Relationship State and identifies Relationship Disruptors, including Opportunism, Conflict, Service Failure, Dissatisfaction, Supply Failures or Disruption, and Violations of Trust, Norms, or Contracts. Relational Guardrails positioned on the left include Contracts, Relational Governance, Dependence, R S I s, and Power, which influence movement through the relationship stages. External influences include Emergent Accelerators, such as Supply Chain and Networks, Innovation and Technology, Service, and Risk Management, and Emergent Disruptors, including Supply Chain and Networks, Innovation and Technology, and Cultural or International factors. Arrows throughout the framework illustrate how accelerators, disruptors, and guardrails affect relationship strength and progression over time.Composite model of relationship dynamics
Note(s): Relational guardrails are governing mechanisms that influence how parties respond to positive and negative forces. Relationship accelerators help propel exchange relationships forward. Relationship disruptors erode the quality of the relationship. These categories provide a multidimensional perspective for understanding the evolution of B2B relationships
Source: Authors’ own work