Abstract
To end business relationships, or to more actively terminate relationships, has long been acknowledged as part of customer relationship management. However, compared to other elements such as initiation and maintenance of relationships, little is known about the termination of business relationships as a managerial task. This paper contributes by (1) developing a conceptualization of relationship termination competence and (2) analyzing its antecedents. The empirical results identify termination acceptance, definition non-customers, organizational relationship termination routines, and motivation as significant antecedents.
Because of this, managers need to develop their organizations in order to use relationship termination as a vital strategy.
Because of this, managers need to develop their organizations in order to use relationship termination as a vital strategy.
| Original language | English |
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| Publication date | 2010 |
| Number of pages | 19 |
| Publication status | Published - 2010 |
| Event | Industrial Marketing and Purchasing Conference: IMP 2010 - Budapest, Hungary Duration: 2 Sept 2010 → 4 Sept 2010 Conference number: 26 http://www.imp2010.org |
Conference
| Conference | Industrial Marketing and Purchasing Conference: IMP 2010 |
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| Number | 26 |
| Country/Territory | Hungary |
| City | Budapest |
| Period | 02/09/2010 → 04/09/2010 |
| Other | Business Networks - Globality, Regionality, Locality |
| Internet address |