Relationship resilience and exogenous events: The role of relational dynamics
通过意大利时尚产业的深度访谈，研究外生事件如何引发买卖双方关系动态，以及哪些前提条件有助于关系韧性，为管理者提供应对突发事件的策略参考。
The paper investigates the main relational dynamics induced by an exogenous event and to what extent these dynamics contribute to relationship resilience. The paper also discusses the pre-existing conditions at the relationship level that favour relationship resilience. Methodologically, this exploratory study relies on in-depth interviews and content analysis, taking the Italian fashion industry as the empirical context under study. The paper conceptualizes relationship resilience in the case of a disruptive exogenous event as the combined effect of pre-existing conditions at the buyer-supplier relationship level and relational dynamics emerging in response to exogenous events. It identifies five pre-existing conditions: stable long-term relationships, with the supplier being irreplaceable for the know-how possessed and the importance of the buyer in terms of purchase, interdependencies generated by specific investments in technologies and innovations in production processes, relational proximity related to the geographical proximity, social bonds as a relevant part of business relationships, adoption of digital tools for the digitalization of the relationship. Theoretical and managerial contributions are also provided.