Motives for dissolution in export relationships: evidence from the UK

Abstract

Abstract This study examines the motives for dissolution in long‐term export relationships – an area that has received limited attention in the marketing literature. The primary research was conducted in two stages (in‐depth interviews followed by a mail survey) using the perceptions of export managers in the UK. The findings suggest that export relationship dissolution is attributable to 23 motives from four categories (buyer factors, supplier factors, competitor action and environmental conditions). The chief cause of export relationship dissolution was identified as being price‐related. An exploratory factor analysis of the 23 motives for dissolution resulted in six factors that reflect the multi‐attribute (and cross‐category) nature of relationship dissolution. The study offers some insights into why export relationships might dissolve and provides implications for practitioners in avoiding the premature dissolution of export relationships. Copyright © 2007 John Wiley & Sons, Ltd.

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