Investigating governance of tolerable and intolerable dark sides in B2B dyads in post pandemic emerging markets

Shubhabrata Basu, Ashish Malik, Surender Munjal*, S. V. Venkataramanan

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review


The post-pandemic disruption of the global supply chain has caused severe stresses and conflicts in business-to-business dyadic relationships. Furthermore, intentions to dissolve extant relationships, motivated by opportunism, or actual terminations have aggravated the situation. Drawing on the dark side literature, we investigate the precise nature of the stress-inducing antecedents, the types of manifested conflicts and their outcomes on B2B dyadic exchanges. Using a proprietary survey data set of 487 dyadic conflicts collected from conciliation-arbitration cum legal experts in an emerging market, we provide insights into how tolerable and intolerable dark sides adversely affect short-term transactional and long-term relational B2B dyads, respectively. More importantly, we provide deep insights into specific and critical governance mechanisms invoked to attenuate/accentuate the respective dark side effects on B2B dyads. We contribute by providing an end-to-end spectrum of dark sides and their governance mechanism in B2B dyadic exchanges.

Original languageEnglish
Pages (from-to)11-26
Number of pages16
JournalIndustrial Marketing Management
Early online date21 Sept 2023
Publication statusPublished - Nov 2023

Bibliographical note

Copyright © 2023 The Authors. Published by Elsevier Inc. This is an open access article under the CC BY license (


  • B2B dyadic exchanges
  • Dissolution intent
  • Governance mechanisms
  • Post pandemic emerging markets
  • Task and relational conflicts
  • Termination
  • Tolerable and intolerable dark sides


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