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Journal of Strategic Marketing Volume 7, 1999 - Issue 3
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Original Articles

Fading relationships in business markets: an exploratory study

Kjell Gronhaug
,
Inge Jan Henjesand
&
Anita Koveland
Pages 175-190 | Published online: 10 Jan 2011

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Samantha Roberts & Nicholas Burton. (2018) Should I Stay or Should I Go? Managing Sponsor Relations through Athlete Transgressions. Journal of Global Sport Management 3:2, pages 170-188.
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Hung-Chung Su, Yi-Su Chen & Young K. Ro. (2017) Perception differences between buyer and supplier: the effect of agent negotiation styles. International Journal of Production Research 55:20, pages 6067-6083.
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Scott B. Friend & Jeff S. Johnson. (2017) Familiarity breeds contempt: perceived service and sales complacency in business-to-business relationships. Journal of Personal Selling & Sales Management 37:1, pages 42-60.
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Michael Polonsky, Samir Gupta, Srikanth Beldona & Michael R. Hyman. (2010) Inactivity and the dynamics of relationship development: a proposed model. Journal of Strategic Marketing 18:3, pages 257-273.
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Jesús Cambra-Fierro & Yolanda Polo-Redondo. (2009) A relational approach of the supply function: an extension to the new ventures phenomenon in the small and medium enterprise (SME) context. Journal of Strategic Marketing 17:5, pages 411-431.
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TerjeI. Vaaland, SvenA. Haugland & Sharon Purchase. (2004) Why Do Business Partners Divorce? The Role of Cultural Distance in Inter-Firm Conflict Behavior. Journal of Business-to-Business Marketing 11:4, pages 1-21.
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Articles from other publishers (26)

Shanta Banik & Fazlul K. Rabbanee. (2023) Does status demotion in hierarchical loyalty programs foster relationship fading?. Journal of Services Marketing 37:8, pages 1087-1102.
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Andrea Runfola, Matilde Milanesi & Simone Guercini. (2023) Relationship resilience and exogenous events: The role of relational dynamics. Industrial Marketing Management 109, pages 146-153.
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Heiner Evanschitzky, B. Ramaseshan, Michael K. Brady, Fazlul K. Rabbanee, Christian Brock & Joanna Pokorska‐Zare. (2020) Consumer relationship fading. Psychology & Marketing 37:6, pages 815-836.
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Pan Huifeng & Hong-Youl Ha. (2020) Do Customers Pay Attention to Motivations and Switching Costs When They Terminate Their Relationships?. Frontiers in Psychology 11.
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Ghasem Zaefarian, Sebastian Forkmann, Maciej Mitręga & Stephan C. Henneberg. (2017) A Capability Perspective on Relationship Ending and Its Impact on Product Innovation Success and Firm Performance. Long Range Planning 50:2, pages 184-199.
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Deirdre Fleming, Patrick Lynch & Felicity Kelliher. (2016) The process of evaluating business to business relationships facing dissolution: An SME owner manager perspective. Industrial Marketing Management 58, pages 83-93.
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Helena Renström. (2014) We didn’t see it coming! Managerial challenges in silently fading processes. International Journal of Bank Marketing 32:6, pages 534-550.
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Jens Geersbro & Thomas Ritter. (2013) Antecedents and consequences of sales representatives' relationship termination competence. Journal of Business & Industrial Marketing 28:1, pages 41-49.
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Tiia Vissak & Xiaotian Zhang. 2013. (Dis)Honesty in Management. (Dis)Honesty in Management 313 335 .
Karolina Wägar, Inger Roos, Annika Ravald & Bo Edvardsson. (2012) My Customers Are in My Blind Spot. Journal of Service Research 15:2, pages 150-165.
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Doreén Pick. (2010) Never Say Never—Status Quo and Research Agenda for Relationship Termination in B2B Markets. Journal of business market management 4:2, pages 91-108.
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Nick EllisSierk Ybema. (2010) Marketing Identities: Shifting Circles of Identification in Inter-organizational Relationships. Organization Studies 31:3, pages 279-305.
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Filipe J. Sousa. 2010. Organizational Culture, Business-to-Business Relationships, and Interfirm Networks. Organizational Culture, Business-to-Business Relationships, and Interfirm Networks 405 454 .
Rami Olkkonen & Pekka Tuominen. (2008) Fading configurations in inter‐organizational relationships: a case study in the context of cultural sponsorship. Journal of Business & Industrial Marketing 23:3, pages 203-212.
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Nick Ellis. (2008) Discursive tensions in collaboration: stories of the marketplace. International Journal of Sociology and Social Policy 28:1/2, pages 32-45.
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Christina Öberg. (2008) Who owns a customer relationship following a merger or acquisition?. Corporate Ownership and Control 6:2, pages 212-221.
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Sabrina Helm, Ludger Rolfes & Bernd Günter. (2006) Suppliers' willingness to end unprofitable customer relationships. European Journal of Marketing 40:3/4, pages 366-383.
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Rami Olkkonen & Pekka Tuominen. (2006) Understanding relationship fading in cultural sponsorships. Corporate Communications: An International Journal 11:1, pages 64-77.
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Jaana Tähtinen & Terje I. Vaaland. (2006) Business relationships facing the end: why restore them?. Journal of Business & Industrial Marketing 21:1, pages 14-23.
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Inger Beate Pettersen & Aksel I. Rokkan. 2006. Relationship Between Exporters and Their Foreign Sales and Marketing Intermediaries. Relationship Between Exporters and Their Foreign Sales and Marketing Intermediaries 213 243 .
TERJE I. VAALAND, SHARON PURCHASE & DOINA OLARU. (2011) WHEN TECHNO-INNOVATIVE RELATIONSHIPS BREAK UP WHAT HAPPENS TO THE NETWORK?. International Journal of Innovation and Technology Management 02:03, pages 293-312.
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Maria Holmlund‐Rytkönen & Tore Strandvik. (2005) Stress in business relationships. Journal of Business & Industrial Marketing 20:1, pages 12-22.
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Terje I. Vaaland. (2004) Improving project collaboration: start with the conflicts. International Journal of Project Management 22:6, pages 447-454.
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Pekka Tuominen & Ulla Kettunen. (2003) To fade or not to fade? That is the question in customer relationships, too. Managing Service Quality: An International Journal 13:2, pages 112-123.
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Jaana TahtinenAino Halinen. (2016) Research on Ending Exchange Relationships: A Categorization, Assessment and Outlook. Marketing Theory 2:2, pages 165-188.
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Filipe J. Sousa. (2010) Markets-as-Networks Theory: A Review. SSRN Electronic Journal.
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