Relationship dissolution model: Antecedents of relationship commitment and the likelihood of dissolving a relationship

International Journal of Service Industry Management

Volumn 9, Issue 2, 1998, Pages 189-200

  Hocutt, Mary Ann ^a  

^a OKLAHOMA STATE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0032336623     PISSN: 09564233     EISSN: None     Source Type: Journal    
DOI: 10.1108/09564239810210541     Document Type: Article

References (60)

1. Altman, I. and Taylor, D.A. (1973), "Social penetration: the development of interpersonal relationships", Holt, Rinehart and Winston, Inc., New York, NY.
2. Anderson, E. and Weitz, B.A. (1989), "Determinants of continuity in conventional industrial channel dyads," Marketing Science, Vol. 8, Fall, pp. 310-23.
3. Anderson, J.C. and Narus, J.A. (1984), "A model of the distributor's perspective of distributor-manufacturer working relationships," Journal of Marketing, Vol. 48, Fall, pp. 62-74.
4. Anderson, J.C. and Narus, J.A. (1990), "A model of distributor firm and manufacturer firm working partnership," Journal of Marketing, Vol. 54, January, pp. 42-58.
5. Berry, L.L. (1983), "Relationship marketing," in Berry, L.L., Shostack, G.L. and Upah, G.D. (Eds), Emerging Perspectives on Services Marketing, American Marketing Association, Chicago, IL, pp. 25-8.
6. Berry, L.L. and Parasuraman, A. (1991), Marketing Services: Competing through Quality, The Free Press, New York, NY.
7. Berscheid, E. (1983), "Emotion," in Kelley, H.H., Berscheid, E., Christensen, A., Harvey, J.H., Huston, T.L., Levinger, G., McClintock, E., Peplau, L.A. and Peterson, D.R. (Eds), Close Relationships, Freeman, New York, NY, pp. 110-68.
8. Duck, S.W. (1982), "A topography of relationship disengagement and dissolution," in Duck, S. and Gilmour, R. (Eds), Personal Relationships, 4: Dissolving Personal Relationships, Academic Press, Inc., New York, NY.
9. Dwyer, F.R., Schurr, P.H. and Oh, S. (1987), "Developing buyer-seller relationships," Journal of Marketing, Vol. 51, April, pp. 11-27.
10. Fehr, B. (1988), "Prototype analysis of the concepts of trust and commitment," Journal of Personality and Social Psychology, Vol. 55 No. 4, pp. 557-79.
11. Ferrell, D. and Rusbult, C.E. (1981), "Exchange variables as predictors of job satisfaction, job commitment and turnover: the impact of rewards, costs, alternatives, and investments," Organizational Behavior and Human Performance, Vol. 27, pp. 78-95.
12. Fiske, S.T. and Taylor, S.E. (1984), Social Cognition, Addison-Wesley Publishing Company, Reading, MA.
13. Frazier, G.L. (1983), "On the measurement of interfirm power in channels of distribution," Journal of Marketing Research, Vol. 20, May, pp. 158-66.
14. Frazier, G.L. and Summers, J.O. (1986), "Perceptions of interfirm power and its use within a franchise channel of distribution," Journal of Marketing Research, Vol. 23, May, pp. 169-76.
15. Frazier, P.A. and Cook, S.A. (1993), "Correlates of distress following heterosexual relationship dissolution," Journal of Social and Personal Relationships, Vol. 10, pp. 55-67.
16. Gaski, J.F. (1984), "The theory of power and conflict in channels of distribution," Journal of Marketing, Vol. 48, Summer, pp. 9-29.
17. Gladstein, D.L. (1984), "Groups in context: a model of task group effectiveness," Administrative Science Quarterly, Vol. 29 (December), pp. 499-517.
18. Grönroos, C. (1990), "Relationship approach to marketing in service contexts: the marketing and organizational behavior interface," Journal of Business Research, Vol. 20, pp. 3-11.
19. Grönroos, C. (1991), "The marketing strategy continuum: towards a marketing concept for the 1990s," Management Decision, Vol. 29, pp. 7-13.
20. Grônroos, C. (1996), "The rise and fall of modern marketing - and its rebirth," in Shaw, S.A. and Hood, N. (Eds), Marketing in Evolution: Essays in Honor of Michael J. Baker, Macmillan, New York, NY, pp. 14-35.
21. Gummesson, E. (1987), "The new marketing - developing long-term interactive relationships," Long Range Planning, Vol. 20, pp. 10-20.
22. Gundlach, G.T., Achrol, R.S. and Mentzsr, J.T. (1995), "The structure of commitment in exchange," Journal of Marketing, Vol. 59, January, pp. 78-92.
23. Han, S.-L. and Wilson, D.T. (1993), "Antecedents of buyer commitment to a supplier: a model of structural bonding and social bonding," unpublished paper, Marketing Department, Pennsylvania State University, University Park.
24. Heide, J.B. and George, J. (1988), "The role of dependence balancing in safeguarding transaction-specific assets in conventional channels," Journal of Marketing, Vol. 52 No. 1, pp. 20-35.
25. Heide, J.B. and Weiss, A.M. (1995), "Vendor consideration and switching behavior for buyers in high-technology markets," Journal of Marketing, Vol. 59 (July), pp. 30-43.
26. Jensen, J. (1988), "In healthcare marketing, all households are not created equal," Healthcare Executive, March/April, pp. 112-6.
27. Johnson, M.P. (1982), "Social and cognitive features of the dissolution of commitment to relationships," in Duck, S. and Gilmour, R. (Eds), Personal Relationships, 4: Dissolving Personal Relationships, Academic Press, Inc., New York, NY, pp. 51-73.
28. Keaveney, S.M. (1995), "Customer switching behavior in service industries: an exploratory study," Journal of Marketing, Vol. 59, April, pp. 71-82.
29. Kelley, H.H. and Thibaut, J.W. (1978), Interpersonal Relations: A Theory of Interdependence, John Wiley & Sons, New York, NY.
30. Kelley, H.H., Berscheid, E., Christensen, A., Harvey, J.H., Huston, T.L., Levinger, G., McClintock, E., Peplau, L.A. and Peterson, D.R. (1983), "Analyzing close relationships," in Kelley, H.H., Berscheid, E., Christensen, A., Harvey, J.H., Huston, T.L., Levinger, G., McClintock, E., Peplan, L.A. and Peterson, R.D. (Eds), Close Relationships, Freeman, New York, NY, pp. 20-44.
31. Kelley, S.W. and Davis, M.A. (1994), "Antecedents to customer expectations for service recovery," Journal of the Academy of Marketing Science, Vol. 22, pp. 52-61.
32. King, S.H. (1963), "Social psychological factors in illness," in Howard, E., Freeman, S.L. and Reeder, L.G. (Eds), Handbook of Medical Sociology, Prentice-Hall, Inc., Englewood Cliffs, NJ, pp. 99-121.
33. Kumar, N, Hibbard, J.D. and Stern, L.W. (1994), "The nature and consequences of marketing channel intermediary commitment," Marketing Science Institute Working Paper, Report No. 94-115.
34. Kumar, N., Scheer, L.K. and Steenkamp, J-B.E.M. (1995), "The effects of perceived interdependence on dealer attitudes," Journal of Marketing Research, Vol. 32 (August), pp. 348-56.
35. Liljander, V. and Strandvik, T. (1995), "The nature of customer relationships in services," Advances in Services Marketing and Management, Vol. 4, pp. 141-67.
36. McWhinney, I.R. (1982), "Continuity of care? Journal of Family Practice, Vol. 15, p. 847.
37. Miettila, A. and Moller, K. (1990), "Interaction perspective into professional business services: a conceptual analysis," in Fiocca, R. and Snehota, I. (Eds), Research Developments in International Industrial Marketing and Purchasing, Proceedings of the 6th IMP Conference, University of Bocconi, Milan, Italy.
38. Miller, G. (1985), "Not just any doctor: particularism and the marketing of services", in Bloch, T.M., Upah, G.D. and Zeithaml, V.A. (Eds), Services Marketing in a Changing Environment, American Marketing Association, Chicago, IL, pp. 135-7.
39. Mittal, B. and Lasser, W. (1995), "The disjunction between satisfaction and loyalty: understanding when satisfaction is not enough," paper presented at the "Frontiers in Services" Conference, 5-7 October, Nashville, Tennessee.
40. Moorman, C., Zaltman, G. and Deshpande, R. (1992), "Relationships between providers and users of market research: the dynamics of trust within and between organizations," Journal of Marketing Research, Vol. 29, August, pp. 314-28.
41. Morgan, R.M. and Hunt, S.D. (1994), "The commitment-trust theory of relationship marketing," Journal of Marketing, Vol. 58, July, pp. 20-38.
42. Perrien, J., Paradis, S. and Banting, P.M. (1995), "Dissolution of a relationship: the salesforce perception," Industrial Marketing Management, Vol. 24, pp. 317-27.
43. Peterson, R.A. (1995), "Relationship marketing and the consumer," Journal of the Academy of Marketing Science, Vol. 23, Fall, pp. 278-81.
44. Ring, P.S. and Van de Ven, A.H. (1994), "Developmental processes of cooperative interorganizational relationships," Academy of Management Review, Vol. 19, pp. 90-118.
45. Robin, M.J. (1982), "Non-engagement, failure to engage and disengagement," in Duck, S. (Ed.), Personal Relationships 4: Dissolving Personal Relationships, Academic Press, London, pp. 31-49.
46. Rosenblatt, P.C. (1977), "Needed research on commitment in marriage," in Levinger, G. and Raush, H.L. (Eds), Close Relationships: Perspectives on the Meaning of Intimacy, University of Massachusetts Press, Amherst, MA.
47. Rusbult, C.E. (1983), "A longitudinal test of the investment model: the development (and deterioration) of satisfaction and commitment in heterosexual involvements," Journal of Personality and Social Psychology, Vol. 45, pp. 101-17.
48. Rusbult, C.E. and Farrell, D. (1983), "A longitudinal test of the investment model: the impact on job satisfaction, job commitment, and turnover of variations in rewards, costs, alternatives, and investments," Journal of Applied Psychology, Vol. 63, pp. 429-38.
49. Scheer, L.K. and Stern, L.W. (1992), "The effect of influence type and performance outcomes on attitude toward the influencer," Journal of Marketing Research, Vol. 29, February, pp. 128-42.
50. Schurr, P.H. and Ozanne, J.L. (1985), "Influences on exchange processes: buyers' preconceptions of a seller's trustworthiness and bargaining toughness," Journal of Consumer Research, Vol. 11, March, pp. 939-53.
51. Scribnick, R.L. and Scribnick, W.B. (1994), Smart Patient, Good Medicine: Working with Your Doctor to Get the Best Medical Care, Walker and Company, New York, NY.
52. Sheth, J.N. and Parvatiyar, A. (1995), "Relationship marketing in consumer markets: antecedents and consequences," Journal of the Academy of Marketing Science, Vol. 23, Fall, pp. 255-71.
53. Smith, C.A. and Lazarus, R.S. (1990), "Emotion and adaptation," in Pervin, L.A. (Ed.), Handbook of Personality: Theory and Research, Guilford, New York, pp. 609-37.
54. Smith, C.A. and Pope, L.A. (1992), "Appraisal and emotion: the interactional contributions of dispositional and situational factors," in Emotion and Social Behavior, pp. 32-62.
55. Thibaut, J.W. and Kelley, H.H. (1959), The Social Psychology of Groups, John Wiley & Sons, New York, NY.
56. Weiss, A.M. and Anderson, E. (1992), "Converting from independent to employee salesforces: the role of perceived switching costs," Journal of Marketing Research, Vol. 29, February.
57. Westbrook, K.W. (1994), "Assessing a client/seller relational quality model for financial services," Southern Marketing Association, pp. 75-80.
58. Wilson, D.T. (1995), "An integrated model of buyer-seller relationships," Journal of the Academy of Marketing Science, Vol. 23, Fall, pp. 335-45.
59. Wilson, D.T. and Mummalaneni, V. (1986), "Bonding and commitment in supplier relationship: a preliminary conceptualization," Industrial Marketing and Purchasing, Vol. 1, pp. 44-58.
60. Zeithaml, V.A. and Bitner, M-J. (1996), Services Marketing, McGraw-Hill Companies, Inc., New York, NY.