ABSTRACT
In professional business service sectors, economic exchange has typically been organised through long-term business relationships involving service companies and their clients. The development of a business relationship is an important issue for both parties to the exchange, in their attempts to do profitable business with each other and attain their respective goals through exchange. In order to manage business relationships for each party’s benefit, professional service firms and their clients need to have an understanding of the dynamics of business relationships, how they evolve and what factors are likely to affect their development.
