Inactivity and the dynamics of relationship development : a proposed model Polonsky, Michael, Gupta, Samir, Beldona, Srikanth and Hyman, Michael R. 2010, Inactivity and the dynamics of relationship development : a proposed model, Journal of strategic marketing, vol. 18, no. 3, pp. 257-273, doi: 10.1080/09652541003768103. Attached Files Name Description MIMEType Size Downloads Title Inactivity and the dynamics of relationship development : a proposed model Author(s) Polonsky, Michael orcid.org/0000-0003-2395-1311 Gupta, Samir Beldona, Srikanth Hyman, Michael R. Journal name Journal of strategic marketing Volume number 18 Issue number 3 Start page 257 End page 273 Total pages 17 Publisher Routledge Place of publication Abingdon, England Publication date 2010-06 ISSN 0965-254X 1466-4488 Keyword(s) relationship life cycle inactivity dissolution Summary Much of the relationship development literature assumes that business relationships evolve along a standard path that often ends in failure. However, this overly restrictive assumption ignores that firms can reactivate dormant relationships. To relax this assumption, we focus on this dormant stage and posit that it reflects either naturally occurring pauses or consecutive shifts – first divergent and then convergent – in partnering needs. Ultimately, we proffer an inactivity-inclusive model that augments current dynamic process models and may help firms to manage all their relationships, active and inactive. Language eng DOI 10.1080/09652541003768103 Field of Research 150506 - Marketing Theory Socio Economic Objective 910403 Marketing HERDC Research category C1 Refereed article in a scholarly journal HERDC collection year 2010 Copyright notice ©2010, Taylor & Francis Persistent URL http://hdl.handle.net/10536/DRO/DU:30020157 Document type: Journal Article Collections: Faculty of Arts and Education Faculty of Business and Law School of Management and Marketing Higher Education Research Group Related Links Link Description Connect to published version (restricted access) Go to link with your DU access privileges     Unless expressly stated otherwise, the copyright for items in DRO is owned by the author, with all rights reserved. Versions Version Filter Type Wed, 30 Sep 2009, 13:25:02 EST Tue, 06 Oct 2009, 09:57:42 EST Tue, 06 Oct 2009, 09:58:47 EST Wed, 11 Nov 2009, 10:57:49 EST Thu, 14 Jan 2010, 11:38:31 EST Mon, 19 Jul 2010, 14:26:13 EST Mon, 19 Jul 2010, 14:27:08 EST Mon, 19 Jul 2010, 14:28:39 EST Mon, 19 Jul 2010, 14:29:42 EST Thu, 12 Aug 2010, 10:14:17 EST Thu, 12 Aug 2010, 10:20:50 EST Mon, 20 Feb 2012, 12:41:43 EST Mon, 16 Jun 2014, 13:17:45 EST Filtered Full Citation counts:   Cited 13 times in TR Web of Science Cited 14 times in Scopus Search Google Scholar Access Statistics: 990 Abstract Views, 3 File Downloads  -  Detailed Statistics Created: Wed, 30 Sep 2009, 13:25:01 EST

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