Business relationships the Morrisey Way

Purpose – The purpose of this study is to investigate the “human factor” inherent inbusiness-to-business relationships and its impact on the key phases of business relationships:relationship attraction and initiation; relationship development; and relationship dissolution.Design/methodology/approach – Interpretation is made by utilising the song lyrics of the prolificEnglish singer Morrissey as a template for interpersonal relationship structures that can be applied tointerpersonal business-to-business relationships.Findings – Highlighted are findings from recent case investigations into business-to-businessrelationships where the “human factor” is particularly important in maintaining business interaction.The findings show that key concepts relating to business-to-business relationships (the need to enterrelationships, power and dependency, and relationship break-up) are not always in the realms ofcorporate rational thinking. Alternatively, business decisions owe much to the less rational and moreemotional world of interpersonal relations.Research limitations/implications – This paper is a combination of both theoretical and practicalstudy, but is only a starting-point in terms of necessary empiricism. The paper concludes withsuggestions of further necessary empirical investigation.Practical implications – Practical lessons include a challenge to the view that there is a “right” andcorrect formula to engage in business relationships and the route to relationship success. Practicalreality and human nature determine that even incrementally successful relationships can break down,and gains can be quickly reversed.Originality/value – This paper takes the important theme of business relationships and underpinsit with a novel treatment: the use of song lyrics, in order to highlight that prior and somewhatformulaic templates for business success are not always appropriate; and business relationships aregoverned by a human factor that is not always positive in outlook.