Review paper
Understanding the Impact of Relationship Disruptions
Abstract
Personal relationships between salespeople and customers are essential for the success of business-to-business relationships, and research has shown that a change of the salesperson can severely harm financial performance. However, such interpersonal relationship disruptions may also have positive effects by encouraging vitalizing reexplorations of the relationship. Using multilevel loyalty theory and relationship life cycle theory, the authors...
Paper Details
Title
Understanding the Impact of Relationship Disruptions
Published Date
Oct 28, 2019
Journal
Volume
84
Issue
1
Pages
66 - 87
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