The termination of inter‐firm relationships

Abstract

Much of the recent attention devoted to marketing channel relationships has focused on the development or maintenance of effective relationships. Relatively little research has been devoted to the termination of an inter‐firm relationship and that which does is largely based on the concepts of personal or consumer relationship termination. This deficiency is addressed through exploratory research involving case studies of dyads with experience of inter‐firm relationship termination. The case studies illustrated the complex nature of inter‐firm relationship termination. Each termination situation was uniquely characterised by a different combination of relationship factors that complicated the termination process and the termination strategies that could be used. It appears that the use of direct and other‐oriented termination strategies will increase the likelihood of both firms perceiving the termination process and its outcomes more favourably.

Citation

Giller, C. and Matear, S. (2001), "The termination of inter‐firm relationships", Journal of Business & Industrial Marketing, Vol. 16 No. 2, pp. 94-112. https://doi.org/10.1108/08858620110384132