Please use this identifier to cite or link to this item: http://hdl.handle.net/10397/16726
Title: Factors affecting the termination propensity of inter-firm relationships
Authors: Ellis, PD
Keywords: Channel relationships
Companies
Distribution channels and markets
Supply chain management
Issue Date: 2006
Publisher: Emerald Group Publishing Limited
Source: European journal of marketing, 2006, v. 40, no. 11-12, p. 1169-1177 How to cite?
Journal: European journal of marketing 
Abstract: Purpose: The decline of inter-firm relationships remains an important, although little studied, topic within the channel management literature. Existing research on the topic tends to be fragmentary and largely occupied with the cataloguing of switching incentives and deterrents. This aim of this paper is to articulate a more comprehensive explanation of the process of decline. Design/methodology/approach: With special emphasis on those channels spanning international borders, this paper outlines a mediational model of termination propensity which exploits the tension between the switching and opportunity costs of maintaining the status quo. Specifically, the study examines how switching motivators and deterrents interact to tip the balance towards, or away from, the inclination to terminate. Findings: Two significant outcomes are achieved. First, it is proposed that the switching motivators identified in the literature are mediated through clients' satisfaction with their intermediary's current and anticipated performance. Significantly, it is shown that changes in the market, organisational and relational contexts can alter clients' perceptions independently of any changes in actual intermediary performance. Second, and in contrast with the direct links espoused in previous studies, switching costs are predicted to moderate the link between client satisfaction and termination propensity. Originality/value: In contrast with past approaches examining a single cause of decline, this study develops propositions outlining a comprehensive, mediational explanation of termination propensity.
URI: http://hdl.handle.net/10397/16726
ISSN: 0309-0566
EISSN: 1758-7123
DOI: 10.1108/03090560610702759
Appears in Collections:Journal/Magazine Article

Access
View full-text via PolyU eLinks SFX Query
Show full item record

SCOPUSTM   
Citations

10
Last Week
0
Last month
1
Citations as of Aug 14, 2017

WEB OF SCIENCETM
Citations

9
Last Week
0
Last month
1
Citations as of Aug 15, 2017

Page view(s)

33
Last Week
1
Last month
Checked on Aug 13, 2017

Google ScholarTM

Check

Altmetric



Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.