Purpose: Problems of relationship quality and interfirm conflict in business to business settings are serious concerns that need to be addressed. Thus, the authors have engaged in an extensive review to promote an understanding of these complex issues. This paper develops an integrated framework for analyzing wide-ranging relations between individual representatives and patterns of interfirm incompatibility for managerial control. Methodology/Approach: The review involves numerous sources that include articles and monographs. A theoretical framework is constructed to integrate fragmented empirical data. In particular, social identity and commitment-trust theories are mobilized for this framework. Findings: The review of studies has a substantial consistency with the theoretical framework. The paper outlines a causal chain from interpersonal agent dissimilarities to dysfunctional buyer-supplier relations, culminating in interfirm pathological conflict. Moderating factors in the causal chain are: agent identity differentiation (for interpersonal dissimilarity), supplier relations mismanagement (for buyer-supplier relationship quality), and interfirm opportunism (for interfirm pathological conflict). Buyer-supplier interfirm incompatibility mediates the causal link between interpersonal dissimilarity and buyer-supplier relationship quality. Identity differentiation, the validation of one’s self-image, is introduced as a process that determines buyer-supplier agent interpersonal dissimilarity judgments. This framework employs a contextual perspective. It describes interactions between observations of micro-level phenomena of interpersonal dissimilarities and macro-level models of interfirm fit. From a managerial perspective, interpersonal relations between individual buyer and supplier agents may be further strengthened by such strategies as expanding the scope of the interpersonal relationship, relaxation of role responsibilities, and volunteering business-related contact referrals. Originality/Value: A new theoretical framework has been devised to predict and explain relationship quality and interfirm pathological conflict in the B to B context. The framework contributes to the value of the knowledge base by serving as a means for building new diagnostic tools for assessment of interfirm behavioral issues affecting exchanges. New concepts are introduced to enhance current literature on B to B marketing. The framework provides concrete indicators that operationally define ideas and enable or improve measurement for empirical modeling.
CORE (COnnecting REpositories)
CORE (COnnecting REpositories)