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Details van artikel 59 van 59 gevonden artikelen
| Titel: |
When Conflict Communication Threatens the Business Relationship: Lessons from the “Balder” Story |
| Auteur: |
Vaaland, Terje I. |
| Verschenen in: |
Journal of business-to-business marketing |
| Paginering: | Jaargang 13 (2006) nr. 2 pagina's 3-27 |
| Jaar: |
2006-06-05 |
| Inhoud: |
This paper explores the importance of selecting appropriate communication styles when facing conflict in client-contractor relationships. By means of a case from the Norwegian oil and gas industry, which ended in a lengthy and fierce court battle, important sources to the outcome are identified. Communication strategies employed by the project partners, characterized by high degrees of “self-orientation” and “indirect” communication, prevented a “beautiful exit”. The paper suggests that managerial awareness of how conflict episodes should be communicated not only reduces the risks of a devastating dissolution process, but can bring the parties back to a “normal” level of interaction. The managerial awareness is specified in terms of four propositions that conclude the paper. |
| Uitgever: |
Routledge |
| Bronbestand: |
Elektronische Wetenschappelijke Tijdschriften |
Details van artikel 59 van 59 gevonden artikelen
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