Relationship Termination 
Research

(Updated 6/24/2014--Previous updates 9/24/2013, 1/23/2013, 12/26/2012, 
8/21/12,
6/9/10, 6/10/08, 10/26/07,
12/11/06)

Copyright (c) Robert Ping 2006-2014
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FOREWORD--This web site contains substantive theoretical research concerning responses 
to problems in "business" relationships such as (business-to-business) buyer-seller
relationships, and
salesperson-employer relationships.
Currently, it contains several of my substantive papers in this area, and it is intended to help 
stimulate thoughts and research on this topic.
(Pls. don't hesitate to contact me for suggestions for further research in this venue.
In my opinion there is much to be done. For example, there is considerable confusion about the
important construct "loyalty." The problems range from conceptualizing loyalty to its
operationalization in buyer-seller relationships, and they include its maintenence, restoration
and its antecedents. Relationship neglect, imbalanced relationship power, and attempts at
relationship equity restoration ranging from law suites to opportunism, also are not well
understood. Buyer-seller relationship repair is largely unexplored... There is more, and I
would be pleased to discuss these matters further--however, I am currently unable to
co-author.)


BACKGROUND
--Relationship termination in Sociology (e.g., in romantic relationships) has been
heavily researched. There it is believed that relationships go through stages that include
creation and growth, and end with dissolution or termination. However, there are "unhappy"
relationships that are maintained instead of terminated.
In comparison, little is known about "business-to-business" relationships. For example,
in economics it is assumed that unsatisfactory business relationships are simply
terminated. However, it is possible to find unsatisfactory business relationships that are not
terminated; at least not right away. Sometimes they continue for quite awhile, even
indefinately, just like in marriages.
There is an entire "industry" devoted to interpersonal-relationship repair. Perhaps
because little is (empirically) known of how and why business relationships become
unsatisfactory, little is known of business-to-business relationship repair.
The list of these "knowledge gaps" in business-to-business relationship termination,
and in the larger venue of responses to relationship problems, is considerable and, in my
opinion, interesting. Again, I would be happy to discuss these gaps further.



Recent Additions and Changes in this Web Page (indicated by "New," "Revised" or "Updated" below):

   o several papers that are in various stages of review and publication.
Please note: If you have visited this web site before, and the latest 
   "Updated" date (at the top of the page) seems old, you may want to click on your browser's 
   "Refresh" or "Reload" button on the browser toolbar (above) to view the current 
   version of this web page.
All the material on this web site is copyrighted, but you may save it and print it out. My only 
   request is that you please cite any material that is helpful to you using the individual citations for each
   of the papers shown below.
Don't forget to Refresh: Many of the links on this web site are in Microsoft WORD.
   If you have viewed one or more of them before, the procedure to view the latest
   (refreshed) version of them is tedious ("Refresh" does not work for Word documents
   on the web). With my apologies for the tediousness, to refresh any (and all) Word
   documents, please click on "Tools" on the browser toolbar (above), then click on
   "Internet Options...." Next, in the "General" tab, find the "Temporary Internet Files"
   section and click on "Delete Files...." Then, click in the "Delete all offline content" box,
   and click "OK." After that, close this browser window, then re-launch it so the latest
   versions of all the WORD documents are forced to download.
Your questions are encouraged; just send an e-mail to rping@wright.edu. Don't worry about being an 
   expert in relationship termination, or using "correct terminology" or perfect English.
The Table of Contents or Index to this website is not yet available. In the meantime, please consider 
   using your browser's search capability to go to the relevant material. For example, to find material on 
   Relationship Neglect click on "Edit" (above), then click on "Find..." and type the word "neglect" in the 
   "Find what:" box.




Selected Papers on Relationship Termination...



                
(PLS. CLICK ON A RED DOT)







"Notes on Salesperson-Employer Relationships: Responses to Relationship Problems and 
   their Antecedents" (An earlier version of Ping 2007, J. of Personal Selling and Sales 
   Mgt., revised December 2006).
The paper investigates the Hirschman-Rusbult model of responses to relationship problems in a 
   salesperson-employer context. (Pls. be patient, the download is a little long).




"Unexplored Antecedents of Satisfaction in a Marketing Channel" (An earlier version of 
   Ping 2003, J. of Retailing, revised December 2006).

The paper investigates several antecedents of satisfaction from the Hirschman-Rusbult model of 
   responses to relationship problems in a buyer-seller relationship context. (Pls. be patient, the 
   download is a little long).




"Relationship Commitment and Opportunistic Behavior" (An earlier version of Ping 2002, 
   Summer Am. Mktng. Assn. Educators Conf. Proceedings, revised December 2006).

The paper investigates opportunism in retailers. (Pls. be patient, the download is a little long).




"Taking Another Look at Organizational Commitment" (An earlier version of Ping 2001, 
   Acad. of Mktng. Sci. Conf. Proceedings, revised December 2006).

The paper investigates organizational commitment in salespersons. (Pls. be patient, the download is a 
   little long).




"Exiting in a Marketing Channel" (An earlier version of Ping 1999," J. of Retailing, revised 
   December 2006).

The paper investigates Hirschman's sequence of responses to relationship problems that begins with 
   Loyalty and ends with Exiting in retailers. (Pls. be patient, the download is a little long).




"Voice in Business-to-Business Relationships: Cost-of-Exit and Demographic 
   Antecedents" (An earlier version of Ping 1997, J. of Retailing, revised December 2006).

The paper investigates several antecedents of Voice in a marketing channel context. (Pls. be patient, 
   the download is a little long).




"Some Uninvestigated Antecedents of Retailer Exit Intention" (An earlier version of Ping 
   1995, J. of Bus. Res., revised December 2006).

The paper investigates several demographic antecedents of Exiting in retailers. (Pls. be patient, the 
   download is a little long).




"Does Satisfaction Moderate the Association Between Alternative Attractiveness and Exit 
   Intention in a Marketing Channel?" (An earlier version of Ping 1994, J. of The Academy 
   of Mktng. Sci., revised December 2006).

The paper investigates the interaction between Satisfaction and Alternative Attractiveness in their 
   association with Exiting in a marketing channel context. (Pls. be patient, the download is a little long).




"The Effects of Satisfaction and Structural Constraints on Retailer Exiting, Voice, 
   Loyalty, Opportunism, and Neglect" (An earlier version of Ping 1993, J. of Retailing, 
   revised December 2006).

The paper investigates the Hirschman-Rusbult model of responses to relationship problems in a 
   marketing channel context. (Pls. be patient, the download is a little long).










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Copyright (c) Robert Ping 2006-2014