510
Views
9
CrossRef citations to date
0
Altmetric
Articles

Antecedents of behavioural commitment in inter-organizational relationships: a field study of the UK construction industry

, &
Pages 888-903 | Received 18 Apr 2013, Accepted 10 Apr 2014, Published online: 04 Jul 2014

References

  • Akintoye, A., McIntosh, G. and Fitzgerald, E. (2000) A survey of supply chain collaboration and management in the UK construction industry. European Journal of Purchasing and Supply Management, 6(3–4), 159–68.
  • Anderson, E. and Weitz, B. (1989) Determinants of continuity in conventional industrial channel dyads. Marketing Science, 8(4), 310–23.
  • Anderson, E. and Weitz, B. (1992) The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research, 29(1), 18–34.
  • Anderson, J.C. and Narus, J.A. (1990) A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing, 54(1), 42–58.
  • Beard, C.R. (1995) Issues and uncertainties for high-tech marketers, in Proceedings of the World Marketing Congress, Institute of Marketing and Management, Melbourne, 4 April, pp. 44–51.
  • Beard, C.R. and Easingwood, C.J. (1992) Sources of competitive advantage in the marketing of technology-intensive products and processes. European Journal of Marketing, 26(12), 5–18.
  • Beard, C.R. and Easingwood, C.J. (1992) Sources of competitive advantage in the marketing of technology-intensive products and processes. European Journal of Marketing, 26(12), 5–18.
  • Beard, C.R. and Easingwood, C.J. (1992) Sources of competitive advantage for the marketing of high-tech products and processes in the UK. European Journal of Marketing, 26, 7–20.
  • Blau, P.M. (1964) Exchange and Power in Social Life, John Wiley, New York.
  • Blois, K.J. (1999) Trust in business to business relationships: an evaluation of its status. Journal of Management Studies, 36(2), 197–215.
  • Buchanan, L. (1992) Vertical trade relationships: the role of dependence and symmetry in attaining organizational goals. Journal of Marketing Research, 29(1), 65–75.
  • Cannon, J.P. and Perreault, W.D. (1999) Buyer-seller relationships in business markets. Journal of Marketing Research, 36(4), 439–60.
  • Casciaro, T. and Piskorski, M.J. (2005) Power imbalance, mutual dependence, and constraint absorption: a closer look at resource dependence theory. Administrative Science Quarterly, 50(2), 167–99.
  • Cater, B. and Zabkar, V. (2009) Antecedents and consequences of commitment in marketing research services: the client’s perspective. Industrial Marketing Management, 38(7), 785–97.
  • Churchill, G.A. (1979) A paradigm for developing better measures of marketing constructs. Journal of Marketing Research, 16(1), 64–73.
  • Cook, K.S., Cheshire, C., Rice, E.R.W. and Nakagawa, S. (2003) Social exchange theory, in Delamater, J. (ed.) Handbook of Social Psychology, pp. 61–88. Kluwer Academic/Plenum Publishers, New York.
  • Cooper, M.C. and Ellram, L.M. (1993) Characteristics of supply chain management and the implications for purchasing and logistics. International Journal of Logistics Management, 4(2), 13–24.
  • Cropanzano, R. and Mitchell, M.S. (2005) Social exchange theory: an interdisciplinary review. Journal of Management, 31(6), 874–900.
  • Cullen, J.B., Johnson, J.L. and Sakano, T. (1995) Japanese and local partners commitment to IJVs: psychological consequences of outcomes and investments in the IJV relationship. Journal of International Business Studies, 26(1), 91–115.
  • Das, T.K. and Teng, B.-S. (2001) Trust, control, and risk in strategic alliances: an integrated framework. Organization Studies, 22(2), 251–83.
  • Das, T.K. and Teng, B.-S. (2002) Alliance constellations: a social exchange perspective. Academy of Management Review, 27(3), 445–56.
  • de Ruyter, K., Moorman, L. and Lemmink, J. (2001) Antecedents of commitment and trust in customer-supplier relationships in high technology markets. Industrial Marketing Management, 30(3), 271–86.
  • Department of Trade and Industry (1995) Logistics and Supply Chain Management, HMSO, London.
  • Diamantopoulos, A. and Siguaw, J.A. (2000) Introducing LISREL: A Guide for the Uninitiated, Sage, London.
  • Doney, P.M. and Cannon, J.P. (1997) An examination of the nature of trust in buyer-seller relationships. Journal of Marketing, 61(2), 35–51.
  • Dwyer, F.R., Schurr, P.H. and Oh, S. (1987) Developing buyer-seller relationships. Journal of Marketing, 51(2), 11–27.
  • Dyer, J.H. and Chu, W. (2000) The determinants of trust in supplier-automaker relationships in the U.S., Japan, and Korea. Journal of International Business Studies, 31(2), 259–85.
  • Emerson, R.M. (1962) Power-dependence relations. American Sociological Review, 27(1), 31–41.
  • Fein, A.J. and Anderson, E. (1997) Patterns of credible commitments: territory and brand selectivity in industrial distribution channels. Journal of Marketing, 61(2), 19–34.
  • Frazier, G.L. (1983) Interorganizational exchange behaviour in marketing channels: a broadened perspective. Journal of Marketing, 47(4), 68–78.
  • Frazier, G.L. and Lassar, W.M. (1996) Determinants of distribution intensity. Journal of Marketing, 60(4), 39–51.
  • Ganesan, S. (1994) Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 58(2), 1–19.
  • Gassenheimer, J.B., Houston, F.B. and Davis, J.C. (1998) The role of economic value, social value, and perceptions of fairness in interorganizational relationship retention decisions. Journal of the Academy of Marketing Science, 26(4), 322–37.
  • Gerbing, D.W. and Anderson, J.C. (1988) An updated paradigm for scale development incorporating unidimensionality and its assessment. Journal of Marketing Research, 25(2), 186–92.
  • Geyskens, I., Steenkamp, J.-B.E.M., Scheer, L.K. and Kumar, N. (1996) The effects of trust and interdependence on relationship commitment: a transatlantic study. International Journal of Research in Marketing, 13(4), 303–17.
  • Gonzalez, T.F. and Guillen, M. (2008) Organizational commitment: a proposal for a wider ethical conceptualization of ‘normative commitment’. Journal of Business Ethics, 78(3), 401–14.
  • Goodman, L.E. and Dion, P.A. (2001) The determinants of commitment in the distributor-manufacturer relationship. Industrial Marketing Management, 30(3), 287–300.
  • Gounaris, S.P. (2005) Trust and commitment influences on customer retention: insights from business-to-business services. Journal of Business Research, 58(2), 126–40.
  • Grayson, K. and Ambler, T. (1999) The dark side of long-term relationships in marketing services. Journal of Marketing Research, 36(1), 132–41.
  • Gundlach, G.T., Achrol, R.S. and Mentzer, J.T. (1995) The structure of commitment in exchange. Journal of Marketing, 59(1), 78–92.
  • Gutierrez, S.S.M., Cillan, J.G. and Izquierdo, C.C. (2004) The consumer’s relational commitment: main dimensions and antecedents. Journal of Retailing and Consumer Services, 11(6), 351–67.
  • Hallen, L., Johanson, J. and Seyed-Mohamed, N. (1991) Interfirm adaptation in business to business relationships. Journal of Marketing, 55(2), 29–37.
  • Hawes, J.M., Mast, K.E. and Swan, J.E. (1989) Trust earning perceptions of sellers and buyers. Journal of Personal Selling and Sales Management, 9(1), 1–8.
  • Heide, J.B. (1994) Interorganizational governance in marketing channels. Journal of Marketing, 58(1), 71–85.
  • Heide, J.B. and John, G. (1992) Do norms matter in marketing relationships? Journal of Marketing, 56(2), 32–44.
  • Homans, G.C. (1961) Social Behaviour and Its Elementary Forms, Routledge & Kegan Paul, London.
  • Houlihan, J.B. (1985) International supply chain management. International Journal of Physical Distribution & Logistics Management, 15(1), 22–38.
  • Johnson, J.L. (1999) Strategic integration in industrial distribution channels: managing the interfirm relationship as a strategic asset. Journal of the Academy of Marketing Science, 27(1), 4–18.
  • Johnson, J.L., Sohi, R.S. and Grewal, R. (2004) The role of relational knowledge stores in interfirm partnering. Journal of Marketing, 68(3), 21–36.
  • Jöreskog, K.G. and Sörbom, D. (2004) LISREL 8.70, Scientific Software International Inc., Chicago.
  • Joshi, A.W. (2009) Continuous supplier performance improvement: effects of collaborative communication and control. Journal of Marketing, 73(1), 133–50.
  • Joshi, A.W. and Arnold, S.J. (1998) How relational norms affect compliance in industrial buying. Journal of Business Research, 41(2), 105–14.
  • Kim, K. (1999) On determinants of joint action in industrial distributor-supplier relationships: beyond economic efficiency. International Journal of Research in Marketing, 16(3), 217–36.
  • Kim, K. and Frazier, G.L. (1997) On distributor commitment in industrial channels of distribution: a multicomponent approach. Psychology and Marketing, 14(8), 847–77.
  • Kim, S.K. and Hsieh, P.-H. (2003) Interdependence and its consequences in distributor-supplier relationships: a distributor perspective through response surface approach. Journal of Marketing Research, 40(1), 101–12.
  • Kumar, N. (1996) The power of trust in manufacturer-retailer relationships. Harvard Business Review, 74(6), 92–106.
  • Kumar, N., Scheer, L.K. and Steenkamp, J.-B.E.M. (1995a) The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research, 32(3), 348–56.
  • Kumar, N., Scheer, L.K. and Steenkamp, J.-B.E.M. (1995b) The effects of supplier fairness on vulnerable resellers. Journal of Marketing Research, 32(1), 54–65.
  • Lambe, C.J., Wittmann, C.M. and Spekman, R.E. (2001) Social exchange theory and research on business-to-business relational exchange. Journal of Business-to-Business Marketing, 8(3), 1–36.
  • Lane, C. (1998) Introduction: theories and issues in the study of trust, in Lane, C. and Bachmann, R. (eds) Trust Within and Between Organizations: Conceptual Issues and Empirical Applications, Oxford University Press, Oxford, pp. 31–63.
  • Lin, X. and Miller, S.J. (2003) Negotiation approaches: direct and indirect effect of national culture. International Marketing Review, 20(3), 286–303.
  • Lusch, R.F. and Brown, J.R. (1996) Interdependency, contracting, and relational behaviour in marketing channels. Journal of Marketing, 60(4), 19–38.
  • Marshall, R.S. and Boush, D.M. (2001) Dynamic decision-making: a cross-cultural comparison of U.S. and Peruvian export managers. Journal of International Business Studies, 32(4), 873–93.
  • Mayer, R.C., Davis, J.H. and Schoorman, F.D. (1995) An integrative model of organizational trust. Academy of Management Review, 20(3), 709–34.
  • McAllister, D.J. (1995) Affect- and Cognition-based trust as foundations for interpersonal cooperation in organizations. Academy of Management Journal, 38(1), 24–59.
  • Molm, L.D., Takahashi, N. and Peterson, G. (2000) Risk and trust in social exchange: an experimental test of a classical proposition. American Journal of Sociology, 105(5), 1396–427.
  • Morgan, R.M. and Hunt, S.D. (1994) The commitment-trust theory of relationship marketing. Journal of Marketing, 58(3), 20–38.
  • Moriarty, R.T. and Kosnik, T.J. (1989) High-tech marketing: concepts, continuity, and change. Sloan Management Review, 30, 7–17.
  • Mouzas, S., Henneberg, S. and Naudé, P. (2007) Trust and reliance in business relationships. European Journal of Marketing, 41(9/10), 1016–32.
  • Mukherjee, A. and Nath, P. (2007) Role of electronic trust in online retailing: a re-examination of the commitment-trust theory. European Journal of Marketing, 41(9/10), 1173–202.
  • Muthusamy, S.K. and White, M.A. (2005) Learning and knowledge transfer in strategic alliances: a social exchange view. Organization Studies, 26(3), 415–41.
  • Narayandas, D. and Rangan, V.K. (2004) Building and sustaining buyer-seller relationships in mature industrial markets. Journal of Marketing, 68(3), 63–77.
  • Nooteboom, B., Berger, H. and Noorderhaven, N.G. (1997) Effects of trust and governance on relational risk. Academy of Management Journal, 40(2), 308–38.
  • Office for National Statistics (2013) Construction Statistics – No.14, August 2013 edition.
  • Pfeffer, J. and Salancik, G.R. (1978) The External Control of Organizations: A Resource Dependence Perspective, Harper & Row, New York.
  • Podsakoff, P.M., MacKenzie, S.B., Lee, J.Y. and Podsakoff, N.P. (2003) Common method biases in behavioral research: a critical review of the literature and recommended remedies. Journal of Applied Psychology, 88(5), 879–903.
  • Porter, M.E. (1998a) Competitive Advantage: Creating and Sustaining Superior Performance, Free Press, New York, NY.
  • Porter, M.E. (1998b) Competitive Advantage of Nations, Free Press, New York, NY.
  • Pratt, M.G. and Rosa, J.A. (2003) Transforming work-family conflict into commitment in network marketing organizations. Academy of Management Journal, 46(4), 395–418.
  • Pritchard, M.P., Havitz, M.E. and Howard, D.R. (1999) Analyzing the commitment-loyalty link in service contexts. Journal of the Academy of Marketing Science, 27(3), 333–48.
  • Rindfleisch, A. and Heide, J.B. (1997) Transaction cost analysis: past, present, and future applications. Journal of Marketing, 61(4), 30–54.
  • Rousseau, D.M., Sitkin, S.B., Burt, R.S. and Camerer, C. (1998) Not so different after all: a cross-discipline view of trust. Academy of Management Review, 23(3), 393–404.
  • Sako, M. and Helper, S. (1998) Determinants of trust in supplier relations: evidence from the automotive industry in Japan and the United States. Journal of Economic Behavior & Organization, 34(3), 387–417.
  • Selnes, F. and Sallis, J. (2003) Promoting relationship learning. Journal of Marketing, 67(3), 80–95.
  • Shah Reshma, H. and Swaminathan, V. (2008) Factors influencing partner selection in strategic alliances: the moderating role of alliance context. Strategic Management Journal, 29(5), 471–94.
  • Sharma, N., Young, L. and Wilkinson, I. (2006) The commitment mix: dimensions of commitment in international trading relationships in India. Journal of International Marketing, 14(3), 64–91.
  • Shiu, E., Hair, J. and Bush, R. and Ortinau, D. (2009) Marketing Research, Free Press, New York, NY McGraw-Hill Higher Education, Maidenhead, UK.
  • Singh, J., Kilgore, J.E., Jayanti, R.K., Agarwal, K. and Gandarvakottai, R. (2005) What goes around comes around: understanding trust-value dilemmas of market relationships. Journal of Public Policy & Marketing, 24(1), 38–62.
  • Skarmeas, D., Katsikeas, C.S. and Schlegelmilch, B.B. (2002) Drivers of commitment and its impact on performance in cross-cultural buyer-seller relationships: the importer’s perspective. Journal of International Business Studies, 33(4), 757–83.
  • Styles, C., Patterson, P.G. and Ahmed, F. (2008) A Relational Model of Export Performance. Journal of International Business Studies, 39(5), 880–900.
  • Tan, K.C., Kannan, V.R., and Handfield, R.B. (1998) Supply chain management: supplier performance and firm performance. International Journal of Purchasing and Materials Management, 34(3), 2–9.
  • Tellefsen, T. (2002) Commitment in business-to-business relationships: the role of organizational and personal needs. Industrial Marketing Management, 31(8), 645–53.
  • Tellefsen, T. and Thomas, G.P. (2005) The antecedents and consequences of organizational and personal commitment in business service relationships. Industrial Marketing Management, 34(1), 23–37.
  • Thibaut, J. and Kelley, H. (1959) The Social Psychology of Groups, Wiley, New York.
  • Thorelli, H.B. (1986) Networks: between markets and hierarchies. Strategic Management Journal, 7(1), 37–51.
  • Whitener, E.M., Brodt, S.E., Korsgaard, M.A. and Werner, J.M. (1998) Managers as initiators of trust: an exchange relationship framework for understanding managerial trustworthy behaviour. Academy of Management Review, 23(3), 513–30.
  • Williams, D. and Parr, T. (2006) Enterprise Programme Management: Delivering Value, Palgrave Macmillan, Basingstoke, UK.
  • Williamson, O.E. (1985) The Economic Institutions of Capitalism, Free Press, New York.
  • Woolthuis, R.K., Hillebrand, B. and Bart Nooteboom, B. (2005) Trust, contract and relationship development. Organization Studies, 26(6), 813–40.
  • Zaheer, A., McEvily, B. and Perone, V. (1998) Does trust matter? Exploring the effects of inter-organizational and inter-personal trust on performance. Organizational Science, 9(2), 141–159.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.