Theorising the dark side of interorganizational relationships: an extension
Journal of Business & Industrial Marketing
ISSN: 0885-8624
Article publication date: 19 May 2023
Issue publication date: 21 November 2023
Abstract
Purpose
This paper aims to propose mechanisms of the dark side of interorganizational relationships from a social psychological perspective. The purpose is to understand the role of boundary spanners’ social psychological processes that may trigger the dark side effects.
Design/methodology/approach
Multple mechanisms are developed through three social psychological theories, namely, social identity theory, system justification theory and social learning theory.
Findings
Boundary spanners’ social psychological processes can trigger the dark side of interorganizational relationships via mechanisms such as excessive cooperation, reification, system justification and path dependence in learning.
Practical implications
This paper concludes with a discussion that offers a new perspective on research on dark side effects and the managerial implications of the present analysis.
Originality/value
This paper contributes to the current literature by extending the interpersonal social psychological processes that could explain the dark side of interorganizational relationships. This paper is a step forward to answer the calls for multilevel considerations of the dark side effects and inspire future research on the role of social psychological processes in dark side effects.
Keywords
Acknowledgements
This article is a tribute to the memory of Smitha R. Nair who passed away in March 2022.
Citation
Pillai, K.G., Sharma, P., Cornelissen, J., Zhang, Y. and Nair, S.R. (2023), "Theorising the dark side of interorganizational relationships: an extension", Journal of Business & Industrial Marketing, Vol. 38 No. 12, pp. 2578-2588. https://doi.org/10.1108/JBIM-01-2021-0041
Publisher
:Emerald Publishing Limited
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