Antecedents and consequences of sales representatives' relationship termination competence

Purpose – Most firms have a number of unprofitable customer relationships that drain the firms' resources. However, firms in general and sales representatives in particular hesitate to address this problem and, ultimately, to terminate business relationships. This paper therefore aims to investigate the antecedents and consequences of sales representatives' relationship termination competence. Design/methodology/approach – A model of antecedents...