Alternative retailer-partner relationships: the role of satisfaction

et al. 2011

IJLEG

This paper reports the findings of an investigation of whether trust and commitment influence satisfaction, and whether satisfaction then influences specific investments, opportunism, and formalisation. Using data collected in a survey of Canadian managers and executives, a model derived from marketing theory and previous empirical research was tested. The model includes both relationship marketing concepts and transaction cost theory concepts, an approach rarely encountered in existing studies. Satisfaction in an exchange relationship is formed by keeping promises in an iterative process, and serves as a safeguard against possible future risks (e.g., opportunism). Finally, we discuss the limitations of the study.

Section: Discussionsupporting

confidence: 87%

Section: Introductionmentioning

confidence: 99%

Antecedents and postcedents of satisfaction in business relationships in Canada

Hutchinson

Singh

et al. 2011

IJLEG

“…Relationship marketing Lusch and Brown (1996), Kumar et al(1995b) Rauyruen and Miller (2007) Barry et al, (2008) Sahadev (2008 Satisfaction Relationship marketing Ha andMuthaly (2008) Geyskens andSteenkamp (1995) Razzaque and Boon (2003) Rauyruen and Miller (2007) Trust Relationship marketing Su et al (2008) Morgan andHunt (1994) Fullerton (2003) CommitmentRelationship marketing Stanko et al (2007) John 1984Provan and Skinner (1989) Opportunism Transaction cost theory Dahlstrom and Nygaard (1999) Håkansson 1982Morgan and Hunt (1994)…”

Section: Continuitymentioning

confidence: 99%

“…Like satisfaction, trust is also considered an important dimension of the RELQUAL construct (Walter et al, 2003). Ha and Muthaly (2008) suggests that "trust supports a working relationship" (p.38). "Generally, the strength and quality of a relationship rely on the level of trust -the higher the trust level, the stronger the relationship will be" (Ndubisi et al, 2011).…”

Section: Trustmentioning

confidence: 99%

Inter-relationships among focal dimensions in relationship quality: a quantitative and exploratory approach

Hutchinson

Singh

et al. 2012

IJPM

It is generally agreed that the relationship quality (RELQUAL) in business exchange situations is important. However, there does not appear to be a consensus on the conceptualisation and measurement of the many dimensions of this construct. This may be due to the difficulty in measuring many dimensions in one empirical study. This raises a concern regarding the understanding of the interaction among the various dimensions. Using data gathered in a survey of Canadian managers and executives the present study investigates how focal dimensions pertaining to RELQUAL interrelate. A model consisting of the following ten dimensions derived from RELQUAL literature was tested:

“…In studies investigating the relationship between these dimensions some researchers suggest that satisfaction influences trust or commitment (Anderson and Narus, 1990;Geyskens et al, 1999;Ulaga and Eggert, 2006), or satisfaction acts as a key moderator between antecedents of commitment and trust (Ha and Muthaly, 2008). Other studies suggest that satisfaction is an outcome of commitment and/or trust dimensions (Farrelly and Quester, 2005;Payan et al, 2010;Taylor and Hunter, 2003), or as a mediator between trust and commitment dimensions (Garbarino and Johnson, 1999).…”

Section: Introductionmentioning

confidence: 99%

Properties of quality constructs in Canadian business relationships

Hutchinson¹,

Singh²,

et al. 2012

IJBEX

This paper investigates whether satisfaction, in B2B relationships, is a mediating construct between the antecedents, trust and commitment, and subsequent outcomes. Using data from a survey of Canadian managers and executives, the study tested a structural equation model, the trust, commitment, satisfaction (TCS) model, where the antecedent constructs, trust and commitment, are mediated by the satisfaction construct, which in turn influences coordination, cooperation and continuity or 'consequence' constructs. The tested model indicated an acceptable fit, validity and reliability. The analysis in the present study reinforces the argument that satisfaction plays a mediating role in creating enduring relationships in business contexts.