{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2025,9,19]],"date-time":"2025-09-19T07:41:54Z","timestamp":1758267714656,"version":"3.41.2"},"reference-count":46,"publisher":"Emerald","issue":"5","license":[{"start":{"date-parts":[[2017,6,5]],"date-time":"2017-06-05T00:00:00Z","timestamp":1496620800000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.emerald.com\/insight\/site-policies"}],"content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":["JBIM"],"published-print":{"date-parts":[[2017,6,5]]},"abstract":"\nPurpose<\/jats:title>\nThe evolution of the business-to-business (BtoB) realm toward solution business calls for a better understanding of how relationships develop over time in such a renewed context. This paper aims to propose a phase model for solution relationship development, considering triadic relationships in complex engineering solutions.<\/jats:p>\n<\/jats:sec>\n\nDesign\/methodology\/approach<\/jats:title>\nTo depict how relationships develop in solution business, the authors adopt a qualitative approach which allows to detail the episodes of interactions between the actors. A case study approach in an extreme sector \u2013 the aerospace industry \u2013 allows highlighting certain key traits. Extending conventional dyadic analysis, this empirical study focuses on the aerospace industry, using a case study approach to analyze relationship developments between a worldwide leading aircraft manufacturer, one of its customer and four providers of products and services. The authors adopt a triadic perspective in the selection of cases, considering a total of four manufacturer-provider-customer triads.<\/jats:p>\n<\/jats:sec>\n\nFindings<\/jats:title>\nFour dynamic phases which track solution provision dynamics and involving dyadic and triadic relationship evolution are identified: matching; combining; mixing; and sharing. Each phase calls, from a management perspective, for specific competencies and resources of the actors in interaction.<\/jats:p>\n<\/jats:sec>\n\nOriginality\/value<\/jats:title>\nThis paper contributes to the gap about solution relationship development in a changing BtoB landscape. Considering the lens of a triadic approach, the paper also helps to fill the as-yet unattended to gap between dyads and triads in the literature.<\/jats:p>\n<\/jats:sec>","DOI":"10.1108\/jbim-12-2014-0269","type":"journal-article","created":{"date-parts":[[2017,4,13]],"date-time":"2017-04-13T07:24:44Z","timestamp":1492068284000},"page":"625-639","source":"Crossref","is-referenced-by-count":13,"title":["A phase model for solution relationship development: a case study in the aerospace industry"],"prefix":"10.1108","volume":"32","author":[{"given":"Fabiana Nogueira Holanda","family":"Ferreira","sequence":"first","affiliation":[]},{"given":"Bernard","family":"Cova","sequence":"additional","affiliation":[]},{"given":"Robert","family":"Spencer","sequence":"additional","affiliation":[]},{"given":"Jo\u00e3o 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