Coming with Baggage: Past Rejections and the Evolution of Market Relationships

    Organization Science, Volume 26, Issue 5, 2015.

    Cited by: 5|Bibtex|Views9|Links
    EI

    Abstract:

    We examine the role of past rejections in the evolution of market relationships. We identify a theoretical tension between the informational benefits and the negative affect resulting from interactions in which one actor rejected another. Rejection can help select future mutually beneficial transactions, but it can also trigger negative a...More

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