Abstract:
A conceptual framework is suggested to explain the cognitive process employed by boundary spanners
engaged in one-to-one interpersonal relationships to alleviate the tension they experience as a result of
conflict between commercial and personal goals. This process is labelled professional distancing.
Following utility theory, it is argued that boundary spanners derive utility from functional behaviour as a
result of the weight they place on commercial and personal roles. Cognitive dissonance theory suggests
that these roles may be psychologically inconsistent; resulting in a tension state for the individual. We
argue that professional distancing enables the reduction of this tension in favour of the commercial role,
which in turn drives functional behaviour. This paper contributes to the literature as despite recognising
the existence of tensions in interpersonal business-to-business relationships, there is little known about
the intricacies underlying them and the manner in which they influence functional behaviour.
