IDEAS home Printed from https://ideas.repec.org/a/aes/jetimm/v1y2021i1p212-221.html
   My bibliography  Save this article

Exploratory Qualitative Study of Inter-Organizational Commitment in a Specific B to B Context

Author

Listed:
  • Laurent CARPENTIER

    (University of Lille - IAE University School of Management)

  • Aurély LAO

    (University of Lille - IAE University School of Management)

Abstract

This research examines the mutual commitment in inter-organizational relationships between distributors and suppliers belonging to a diverse network in which we find integrated distributors and other independents. The substance of the commitment is analyzed according to the three components of the commitment transposed into BtoB relationships: normative, calculative and affective commitment. The findings of an exploratory qualitative study conducted with 10 professionals from the same network show that the intensity of inter-organizational relationships differs according to these three concepts of commitment, and where trust seems to be a fundamental part of the relationship in this context of an mixed network. Likewise, the findings reveal the absence of differences in terms of commitment depending on whether the distributor is integrated or independent.

Suggested Citation

  • Laurent CARPENTIER & Aurély LAO, 2021. "Exploratory Qualitative Study of Inter-Organizational Commitment in a Specific B to B Context," Journal of Emerging Trends in Marketing and Management, The Bucharest University of Economic Studies, vol. 1(1), pages 212-221, August.
    • Handle: RePEc:aes:jetimm:v:1:y:2021:i:1:p:212-221
    as

    Download full text from publisher

    File URL: http://www.etimm.ase.ro/RePEc/aes/jetimm/2021/ETIMM_V01_2021_40.pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Padgett, Daniel & Hopkins, Christopher D. & Williams, Zac, 2020. "Buyer dependence in B2B relationships: The role of supplier investments, commitment form, and trust," Journal of Business Research, Elsevier, vol. 119(C), pages 13-24.
    2. Odile Chanut & Carole Poirel, 2012. "Quand les organisations en réseau réagissent collectivement face à la crise," Post-Print hal-01767218, HAL.
    3. Elodie Rivier & Paul Valentin Ngobo, 2016. "Les Facteurs Explicatifs de la Prédisposition des Entreprises Prestataires à Co-créer un Service B2B," Post-Print hal-01620180, HAL.
    4. Margaret Josion-Portail & Eric Julienne, 2013. "Les relations entre les consommateurs et les marques," Post-Print hal-01233760, HAL.
    5. Fullerton, Gordon, 2011. "Creating advocates: The roles of satisfaction, trust and commitment," Journal of Retailing and Consumer Services, Elsevier, vol. 18(1), pages 92-100.
    6. Margaret Josion-Portail & Eric Julienne, 2013. "Les relations entre les consommateurs et les marques," Grenoble Ecole de Management (Post-Print) hal-01233760, HAL.
    7. Gounaris, Spiros P., 2005. "Trust and commitment influences on customer retention: insights from business-to-business services," Journal of Business Research, Elsevier, vol. 58(2), pages 126-140, February.
    8. Geyskens, I. & Steenkamp, J.E.B.M. & Scheer, L.K. & Kumar, N., 1996. "The effects of trust and interdependence on relationship commitment : A trans-Atlantic study," Other publications TiSEM ef7c8d6c-963d-4ee7-8576-9, Tilburg University, School of Economics and Management.
    9. Hélène Yildiz, 2007. "Permission et engagement: Proposition d'un cadre théorique appliqué au courriel préaccepté," Post-Print hal-02054894, HAL.
    10. Eric Julienne, 2013. "Le lien entre le consommateur et ses actes," Post-Print hal-02055407, HAL.
    11. Tuulia Nikunen & Martti Saarela & Eeva-Liisa Oikarinen & Matti Muhos & Lari Isohella, 2017. "Micro-Enterprises’ Digital Marketing Tools for Building Customer Relationships," Management Challenges in a Network Economy: Proceedings of the MakeLearn and TIIM International Conference 2017,, ToKnowPress.
    12. Rozenn Perrigot, 2009. "Franchise et efficience : Application de la méthode DEA aux hôtels franchisés et succursalistes d'un réseau mixte," Post-Print halshs-00422237, HAL.
    13. Haithem Nagati & Claudia Rebolledo & Mourad Cheour, 2018. "Les effets des activités promotionnelles et du service logistique sur la satisfaction et l’engagement des détaillants," Post-Print hal-02308059, HAL.
    14. Eric Julienne, 2013. "Le lien entre le consommateur et ses actes," Grenoble Ecole de Management (Post-Print) hal-02055407, HAL.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Won-Moo Hur & Hyun Kim & Hanna Kim, 2013. "Investigation of the relationship between service values and loyalty behaviors under high commitment," Service Business, Springer;Pan-Pacific Business Association, vol. 7(1), pages 103-119, March.
    2. Sergio Da Silva & Barbara Espirito Santo & Felipe Sigrist & Raul Matsushita, 2022. "Reciprocity vs. Commitment in Bank Marketing Strategies," International Journal of Business, Economics and Management, Conscientia Beam, vol. 9(3), pages 84-92.
    3. Lacœuilhe, Jérôme & Louis, Didier & Lombart, Cindy, 2017. "Impacts of product, store and retailer perceptions on consumers’ relationship to terroir store brand," Journal of Retailing and Consumer Services, Elsevier, vol. 39(C), pages 43-53.
    4. Raïes, Karine & Mühlbacher, Hans & Gavard-Perret, Marie-Laure, 2015. "Consumption community commitment: Newbies' and longstanding members' brand engagement and loyalty," Journal of Business Research, Elsevier, vol. 68(12), pages 2634-2644.
    5. Oznur OZKAN-TEKTAS, 2014. "The Effects of Opportunism and Trust on Buyer-Supplier Relationship: Do Commitment Types Matter?," International Journal of Business and Social Research, LAR Center Press, vol. 4(9), pages 14-26, September.
    6. Wang, Cheng Lu & Shi, Yizheng & Barnes, Bradley R., 2015. "The role of satisfaction, trust and contractual obligation on long-term orientation," Journal of Business Research, Elsevier, vol. 68(3), pages 473-479.
    7. Yildiz, Hélène & Heitz-Spahn, Sandrine & Belaud, Lydie, 2018. "Do ethnocentric consumers really buy local products?," Journal of Retailing and Consumer Services, Elsevier, vol. 43(C), pages 139-148.
    8. Alteren, Gro & Tudoran, Ana Alina, 2016. "Enhancing export performance: Betting on customer orientation, behavioral commitment, and communication," International Business Review, Elsevier, vol. 25(1), pages 370-381.
    9. Yang Yuan & Fujun Lai & Zhaofang Chu, 2019. "Continuous usage intention of Internet banking: a commitment-trust model," Information Systems and e-Business Management, Springer, vol. 17(1), pages 1-25, March.
    10. Lova Rajaobelina & Isabelle Brun & Sandrine Prom Tep & Manon Arcand, 2018. "Towards a better understanding of mobile banking: the impact of customer experience on trust and commitment," Journal of Financial Services Marketing, Palgrave Macmillan, vol. 23(3), pages 141-152, December.
    11. Isidor, Rodrigo & Schwens, Christian & Hornung, Frank & Kabst, Ruediger, 2015. "The impact of structural and attitudinal antecedents on the instability of international joint ventures: The mediating role of asymmetrical changes in commitment," International Business Review, Elsevier, vol. 24(2), pages 298-310.
    12. Fatima, Johra Kayeser & Di Mascio, Rita, 2018. "Reversing the dependency-trust relationship in B2C services," Journal of Retailing and Consumer Services, Elsevier, vol. 41(C), pages 1-10.
    13. Kurt, Yusuf & Yamin, Mo & Sinkovics, Noemi & Sinkovics, Rudolf R., 2016. "Spirituality as an antecedent of trust and network commitment: The case of Anatolian Tigers," European Management Journal, Elsevier, vol. 34(6), pages 686-700.
    14. Oznur OZKAN-TEKTAS, 2014. "The Effects of Opportunism and Trust on Buyer-Supplier Relationship: Do Commitment Types Matter?," International Journal of Business and Social Research, MIR Center for Socio-Economic Research, vol. 4(9), pages 14-26, September.
    15. Gu, Jing & Shi, Xinyu & Wang, Peini & Xu, Xun, 2022. "Examining the impact of upstream and downstream relationship stability and concentration on firms’ financial performance," Journal of Business Research, Elsevier, vol. 141(C), pages 229-242.
    16. Rauyruen, Papassapa & Miller, Kenneth E., 2007. "Relationship quality as a predictor of B2B customer loyalty," Journal of Business Research, Elsevier, vol. 60(1), pages 21-31, January.
    17. Oliviane Brodin & Marie Beck & Laurent Carpentier & Dominique Crié, 2015. "Se voir et être vu dans un miroir virtuel : les effets comportementaux et attitudinaux de l’engagement corporel et social lors d’une expérience de shopping en ligne," Post-Print hal-03350200, HAL.
    18. Jérôme Lacoeuilhe & Didier Louis & Cindy Lombart, 2017. "Impacts of product, store and retailer perceptions on consumers’ relationship to terroir store brand," Post-Print hal-01672920, HAL.
    19. Mark Ojeme & Andrew Robson & Nigel Coates, 2016. "Nigerian SMEs: Commitment and loyalty to their banks," Journal of Financial Services Marketing, Palgrave Macmillan, vol. 21(4), pages 325-339, December.
    20. Angelos Pantouvakis & Stelios Krasanakis & Christos Patsiouras, 2017. "An investigation of the opportunistic relationships among shipping companies and ship-brokers," SPOUDAI Journal of Economics and Business, SPOUDAI Journal of Economics and Business, University of Piraeus, vol. 67(1), pages 71-80, January-M.

    More about this item

    Keywords

    Mixed network; B to B relationships; commitment; trust; qualitative research.;
    All these keywords.

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:aes:jetimm:v:1:y:2021:i:1:p:212-221. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Lucian Onisor (email available below). General contact details of provider: https://edirc.repec.org/data/aseeero.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.