The performance implications of power–trust relationship: The moderating role of commitment in the supplier–retailer relationship

Jain, Megha; Khalil, Shadab; Johnston, Wesley J.; Cheng, Julian Ming Sung

doi:10.1016/j.indmarman.2013.09.001

Cited by 104 publications

(140 citation statements)

References 65 publications

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“…The nature of moral obligation as a driver of SME perception to reciprocate and continue relationships with their bank has been deemed redundant. This paper supports a contribution to B2B relationship marketing by adding to studies that have adopted the theoretical framework of commitment represented by affective and calculative commitment as two dimensions in their B2B relational studies (Bendapudi and Berry;Gilliland and Bello, 2002;Gounaris, 2005;Davis-Sramek et al 2009;Jain et al, 2014). Its further contribution is the development and refinement of a scale set that supports further research practice that seeks to measure affective and calculative commitment alongside behavioural intention for SMEs with respect to their banks in the context of an emerging economy with a mediocre history of banking performance.…”

Section: Discussionsupporting

confidence: 67%

Nigerian SMEs: Commitment and loyalty to their banks

2016

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Section: Discussionsupporting

confidence: 67%

Nigerian SMEs: Commitment and loyalty to their banks

2016

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“…These include increasing communication (Zach 2013), avoiding coercion (Jain et al 2014), and increasing linkages (Park et al 2014). Fernandez et al (2014) identified trust as a ''key Table 2 Assessment of modeling support for requirements from Table 1 Technique A1 A2 A3 C1 C2 C3 I1 I2 I3 T1 T2 T3 R1 R2 R3 NFR Framework (Chung et al 2000) 9 9 9 9 9 9 9 9 9 4 4 9 4 9 9 i* (Yu 1997) 4 4 4 4 9 9 4 9 9 4 4 9 4 9 9 KAOS (Dardenne et al 1993) 4 4 9 4 9 9 9 9 9 9 4 9 4 4 4 e3Value (Gordijn et al 2006b) 4 4 9 4 4 9 9 9 9 9 9 9 4 4factor for success of co-opetitive strategies'' through an empirical study of the telecommunications satellite industry in Europe.…”

Section: Trustworthinessmentioning

confidence: 99%

Modeling Simultaneous Cooperation and Competition Among Enterprises

Pant

2018

Bus Inf Syst Eng

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Coopetition (simultaneous cooperation and competition) between organizations has emerged as a prominent and critical industrial practice that allows organizations to increase combined welfare through cooperation while maximizing individual gains through competition. The formulation and enactment of such an organizational strategy entails designing and operating information systems that maximize benefits while minimizing costs from concomitant cooperation and competition. Coopetition raises new concerns and considerations about the design of data, processes, and interfaces of information systems. Analyzing coopetition can be challenging since cooperation and competition are paradoxical social behaviors that are undergirded by contradictory logics, hypotheses, and assumptions. Therefore, the ability of decision-makers to represent and reason about coopetition in a structured and systematic manner can be beneficial as it can support their efforts to co-design organizational strategies and information systems. This paper presents insights about the initial stages of an exploratory research project that is focused on the development of a modeling framework to support representation and reasoning of interorganizational coopetitive strategies. The objectives of this paper are to outline the goals of this research project which include: (1) identifying the primary characteristics for modeling and analyzing coopetitive relationships, as well as (2) proposing artefacts for expressing and evaluating these relationships.

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“…O construto comprometimento é, por natureza, um construto multidimensional e a literatura sobre canais de marketing mostra diferentes visões das suas dimensões (Jain, Khalil, Johnston, Cheng, 2014). Diversos pesquisadores da área dividem o construto comprometimento nas dimensões afetiva, calculada e, algumas vezes, normativa (Bansal, Irving, Taylor, 2004;Ganesan, Brown, Mariadoss, Ho, 2010).…”

Section: Comprometimentounclassified

Confiança e comprometimento e sua relação com o desempenho e a intenção de recompra do varejista dentro do canal de marketing

Alves¹

2016

RCA

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ResumoO objetivo deste estudo foi verificar a função do relacionamento (confiança e comprometimento) entre o varejo e o canal de marketing no desempenho da empresa varejista, por meio da satisfação e da intenção de recompra. Foi realizado um survey com 137 empresas varejistas e utilizada análise estrutural para avaliar as relações entre caminhos. Os achados neste trabalho indicam suporte à premissa central apresentada de que a empresa varejista consegue obter desempenho superior quanto está satisfeita com seu canal de marketing. O estudo se justifica pela contribuição para a teoria da estratégia de marketing, pela aplicação de instrumentos que mensuram a confiança, o comprometimento, a satisfação, a intenção de recompra e o desempenho da empresa varejista. Outra contribuição importante diz respeito às considerações gerenciais, que procuram despertar os gestores de marketing para a importância dos construtos apresentados nesta pesquisa, particularmente o desenvolvimento dos relacionamentos entre os membros do canal de marketing. Palavras-chaves:Marketing. Varejo. Canal de Marketing. Desempenho. Satisfação. AbstractThe aim of this study was to determine the function of the relationship (trust and commitment) between the retail and marketing channel on the retailer performance

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The performance implications of power–trust relationship: The moderating role of commitment in the supplier–retailer relationship

Cited by 104 publications

References 65 publications

Nigerian SMEs: Commitment and loyalty to their banks

Nigerian SMEs: Commitment and loyalty to their banks

Modeling Simultaneous Cooperation and Competition Among Enterprises

Confiança e comprometimento e sua relação com o desempenho e a intenção de recompra do varejista dentro do canal de marketing

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