| Creators: |
Schmitz, Christian and Friess, Maximilian and Alavi, Sascha and Habel, Johannes |
| Title: |
Understanding the Impact of Relationship Disruptions |
| Item Type: |
Article or issue of a publication series |
| Projects: |
SSBI |
| Journal or Series Title: |
Journal of Marketing |
| Page Range: |
pp. 66-87 |
| Date: |
2020 |
| Divisions: |
Wirtschaftswissenschaften |
| Abstract (ENG): |
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 offer a comprehensive conceptualization of potentially countervailing consequences of relationship disruptions. In particular, disruptions may have different effects on resale revenue (from previously sold products) versus new sale revenue (from newly sold products), contingent on both the history and expected future development of the relationship. Therefore, this study examines moderators on the firm-level relationship prior to disruption and salesperson relationship management afterward. Longitudinal data from 2,040 customers of an international business-to-business firm reveal that a disruption can increase overall performance by more than 29%, depending on the firm-level relationship before disruption and the new salesperson’s relationship management. Managers can use these findings proactively to evaluate and manage the risks and opportunities involved in relationship disruptions. |
| Forthcoming: |
No |
| Language: |
English |
| Citation: |
Schmitz, Christian and Friess, Maximilian and Alavi, Sascha and Habel, Johannes
(2020)
Understanding the Impact of Relationship Disruptions.
Journal of Marketing, 84 (1).
pp. 66-87.
ISSN 1547-7185 (online)
|
 |
View Item in edit mode (academic staff only) |
