Relationship resilience and exogenous events: The role of relational dynamics

Abstract

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.