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An investigation of the effect of family influence on Commitment–Trust in retailer–vendor strategic partnerships

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  • Smith, Donna
  • Hair, Joseph F.
  • Ferguson, Keith

Abstract

The Commitment–Trust theory (Morgan & Hunt, 1994) and the F-PEC scale of family influence (Astrachan, Klein, & Smyrnios, 2002) were utilized in a 6-construct model that examines family influence in retailer–vendor strategic partnerships in the United States. Partial least squares structural equation modeling (PLS-SEM) was used to test the model. Six of the nine hypotheses were supported. Family influence explained twenty-seven percent of the value generated by the strategic partnership relationship. The model confirmed the Commitment–Trust theory, though family influence on trust was very limited. Expansion of the model and future testing in different contexts would help to refine and develop the model, including a better understanding of family influences in strategic partnerships.

Suggested Citation

  • Smith, Donna & Hair, Joseph F. & Ferguson, Keith, 2014. "An investigation of the effect of family influence on Commitment–Trust in retailer–vendor strategic partnerships," Journal of Family Business Strategy, Elsevier, vol. 5(3), pages 252-263.
    • Handle: RePEc:eee:fambus:v:5:y:2014:i:3:p:252-263
    DOI: 10.1016/j.jfbs.2013.11.005
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    2. Raphael Lissillour & Jean Michel Sahut, 2023. "Uses of Information Systems to Develop Trust in Family Firms," Business & Information Systems Engineering: The International Journal of WIRTSCHAFTSINFORMATIK, Springer;Gesellschaft für Informatik e.V. (GI), vol. 65(2), pages 127-141, April.
    3. Eksoz, Can & Mansouri, S. Afshin & Bourlakis, Michael & Önkal, Dilek, 2019. "Judgmental adjustments through supply integration for strategic partnerships in food chains," Omega, Elsevier, vol. 87(C), pages 20-33.
    4. Jafari, Hamid & Eslami, Mohammad H. & Paulraj, Antony, 2022. "Postponement and logistics flexibility in retailing: The moderating role of logistics integration and demand uncertainty," International Journal of Production Economics, Elsevier, vol. 243(C).
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    7. Hair, Joseph F. & Astrachan, Claudia Binz & Moisescu, Ovidiu I. & Radomir, Lăcrămioara & Sarstedt, Marko & Vaithilingam, Santha & Ringle, Christian M., 2021. "Executing and interpreting applications of PLS-SEM: Updates for family business researchers," Journal of Family Business Strategy, Elsevier, vol. 12(3).

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