Business Relationship Dissolution: The Phases and the Countervailing Economic and Social Forces
Document Type
Article
Publication Title
International Journal of Management Theory and Practices
ISSN
1532-5679
Volume
12
Issue
1
First Page
60
Last Page
89
Publication Date
1-1-2011
Abstract
The primary goal of this research is to develop a framework of business relationship dissolution. Using an interpretive approach to examining the literature on business-tobusiness (B2B) relationship dissolution and specific past dissolutions, a five phase model is identified: stresses and dissatisfactions, growing dissatisfactions, deterioration, predissolution and termination. Using the model as a guideline to assess the stage of dissolution at any given time, remedial measures or strategies aimed at abating or stabilizing the deterioration of the relationship can be developed based on the salience of the relational elements at each phase.
Recommended Citation
Burman, B.,
Chen, C. C.,
&
Black, W. C.
(2011).
Business Relationship Dissolution: The Phases and the Countervailing Economic and Social Forces.
International Journal of Management Theory and Practices, 12(1), 60–89.
https://scholarlycommons.pacific.edu/esob-facarticles/144
