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Environmental Practices and Relational Marketing in the Spanish Automotive Sector: Success Determinants for the Reverse Logistics Programs

Author

Listed:
  • Ma José Álvarez Gil
  • Nora Lado
  • Pascual Berrone
  • F. Javier Husillos

Abstract

In this paper, we examine the determinants for the success of reverse logistics (RL) programs. Based on a supplier-customer relationship framework, we argue that trust and relational commitment – two fundamental aspects of relational marketing – are essential in defining the performance of RL programs. Furthermore, we analyze the role of resources and their impact on the achievement of successful RL systems. Applying partial least squares (PLS) analysis, we test our contention using data of 158 Spanish firms in the automotive component manufacturers industry.

Suggested Citation

  • Ma José Álvarez Gil & Nora Lado & Pascual Berrone & F. Javier Husillos, 2006. "Environmental Practices and Relational Marketing in the Spanish Automotive Sector: Success Determinants for the Reverse Logistics Programs," Economics Working Papers ECO2006/11, European University Institute.
    • Handle: RePEc:eui:euiwps:eco2006/11
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    More about this item

    Keywords

    Industrial marketing; relational marketing; trust; commitment; reverse logistics; green marketing;
    All these keywords.

    JEL classification:

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

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