Krisen in Geschäftsbeziehungen

Butzer-Strothmann, Kristin

doi:10.1007/978-3-322-99687-9

Cited by 23 publications

(1 citation statement)

References 0 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Butzer-Strothmann, 1999;Anderson et al, 2001). Despite dissolution intuitively presenting itself as a topic of importance to marketing, the area remains largely neglected, as Morgan and Hunt (1994, p. 33) note 'Just as medical science should understand both sickness and health, marketing science should understand both functional and dysfunctional relationships'.…”

Section: Introductionmentioning

confidence: 93%

Motives for dissolution in export relationships: evidence from the UK

Pressey

Selassie

2007

J of Consumer Behaviour

View full text Add to dashboard Cite

This study examines the motives for dissolution in long-term export relationships -an area that has received limited attention in the marketing literature. The primary research was conducted in two stages (in-depth interviews followed by a mail survey) using the perceptions of export managers in the UK. The findings suggest that export relationship dissolution is attributable to 23 motives from four categories (buyer factors, supplier factors, competitor action and environmental conditions). The chief cause of export relationship dissolution was identified as being price-related. An exploratory factor analysis of the 23 motives for dissolution resulted in six factors that reflect the multiattribute (and cross-category) nature of relationship dissolution. The study offers some insights into why export relationships might dissolve and provides implications for practitioners in avoiding the premature dissolution of export relationships.

show abstract

Section: Introductionmentioning

confidence: 93%