Leonidou, LC, Aykol, B, Hadjimarcou, J et al. (1 more author) (2018) Betrayal in buyer–seller relationships: Exploring its causes, symptoms, forms, effects, and therapies. Psychology and Marketing, 35 (5). pp. 341-356. ISSN 0742-6046
Abstract
Building on literature in social psychology that discussed betrayal in interpersonal relationships, this article explored betrayal in buyer–seller relationships using data collected from a survey conducted among 109 buyers and 115 sellers in the United States. The results indicated that betrayal was a complex, multifarious, and dynamic phenomenon, consisting of a sequence of phases, namely causes, symptoms, forms, consequences, and therapies, with multiple issues being involved at each phase. Our study also revealed that the views of buyers differed from those of sellers in terms of how various relational characteristics contributed to the emergence of betrayal episodes, what behavior and attitudes helped to diagnose partner betrayal, in which forms the betrayal acts were manifested, how the victims of betrayal felt, and how betrayal problems could be handled in a working relationship. In fact, the various dimensions in each of the betrayal phases examined were consistently more frequently mentioned by buyers than sellers.
Metadata
Item Type: | Article |
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Authors/Creators: |
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Copyright, Publisher and Additional Information: | (c) 2018 Wiley Periodicals, Inc. This is the peer reviewed version of the following article: Leonidou, LC, Ayko, B, Hadjimarcou, J et al. Leonidou, LC, Aykol, B, Hadjimarcou, J et al. (2018) Betrayal in buyer–seller relationships: Exploring its causes, symptoms, forms, effects, and therapies. Psychology and Marketing, 35 (5). pp. 341-356, which has been published in final form at https://doi.org/10.1002/mar.21090 This article may be used for non-commercial purposes in accordance with Wiley Terms and Conditions for Self-Archiving. |
Keywords: | betrayal; buyer-seller relationships; relationship dark side |
Dates: |
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Institution: | The University of Leeds |
Academic Units: | The University of Leeds > Faculty of Business (Leeds) > Marketing Division (LUBS) |
Depositing User: | Symplectic Publications |
Date Deposited: | 09 Feb 2018 14:59 |
Last Modified: | 16 Apr 2020 00:38 |
Status: | Published |
Publisher: | Wiley-Blackwell |
Identification Number: | 10.1002/mar.21090 |
Open Archives Initiative ID (OAI ID): | oai:eprints.whiterose.ac.uk:127059 |