Business-to-business relationship strategies in data conflicts
本文提出摩擦-失败-修复框架，将数据冲突视为不可容忍的暗面摩擦，导致控制-信任崩溃，并探讨数据生成者如何调整关系策略来应对。
Increasing digitalization and interorganizational data exchange may not only contribute to value creation, but also create situations in which those who generate data feel threatened by those who utilize it. This paper conceptualizes and introduces the so-called friction-failure-fix framework of data conflicts, where conflict over data is seen as an intolerable dark-side friction that over time materializes in a control-trust collapse. To address this emerging state within a given business-to-business relationship, relationship strategies will typically require adjustment by the data generators. This study contributes by: (i) conceptualizing how data may affect relationship strategies, (ii) introducing the concept of control-trust collapse in light of data-related conflicts, (iii) conceptualizing the friction-failure-fix framework as a mechanism for linking intolerable friction, control-trust collapse and relationship strategies, and (iv) formulating a research agenda to guide future work.