Abstract
Recognises that whilst an abundance of research has been conducted into solicitors’ marketing, other players in the legal industry have been ignored or overlooked. Suggests that what is clearly lacking is a holistic analysis of legal‐market dynamics. Attempts to provide a clearer and more accurate understanding of the relationships within the legal industry. Investigates the role of relationships in facilitating exchange, elucidates how these relationships are developed, and identifies key relationship characteristics. Overviews the legal industry and discusses the rationale for utilising a relational perspective. Presents and analyses evidence generated from interviews with barristers, solicitors, barristers’ clerks and clients. Culminates with a discussion of findings, implications and directions for future research.
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