Measuring attitudinal commitment in business-to-business channels

Marketing Intelligence & Planning

Volumn 22, Issue 6, 2004, Pages 636-651

  Kelly, Stephen James ^a  

^a SOUTHERN CROSS UNIVERSITY   (Australia)

Author keywords

Attitudes; Business to business marketing; Channel relationships; Supply chain management

Indexed keywords

EID: 84993030108     PISSN: 02634503     EISSN: None     Source Type: Journal    
DOI: 10.1108/02634500410559024     Document Type: Review

References (42)

1. Allen, N.J. and Meyer, J.P. (1990), “ The measurement and antecedents of affective, continuance and normative commitment to the organization ”, Journal of Occupational Psychology, Vol. 63, pp. 1-18.
2. Anderson, J.C. and Gerbing, D.W. (1988), “ Structural equation modeling in practice: a review and recommended two-step approach ”, Psychological Bulletin, Vol. 103 No. 3, pp. 411-423.
3. Boles, J.S., Barksdale, H.C. Jr and Johnson, J.T. (1997), “ Business relationships: an examination of the effects of buyer-salesperson relationships on customer retention and willingness to refer and recommend ”, Journal of Business & Industrial Marketing, Vol. 12 No. 3/4, pp. 248-258.
4. Bollen, K.A. and Long, J.S. (Eds) (1993), Testing Structural Equation Models, Sage Publications, Newbury Park, CA.
5. Brown, M.W. and Cudeck, R. (1993), “ Alternative ways of assessing model fit ”, in Bollen, K.A. and Long, J.S. (Eds), Testing Structural Equation Models, Sage, Newbury Park, CA, pp. 136-162.
6. Brown, J.R., Lusch, R.F. and Nicholson, C.Y. (1995), “ Power and relationship commitment: their impact on marketing channel member performance ”, Journal of Retailing, Vol. 71 No. 4, pp. 363-392.
7. BRW (2001), “ Not bad medicine ”, Business Review Weekly, 15 November, p. 44.
8. Byrne, B.M. (2001), Structural Equation Modeling with AMOS: Basic Concepts, Applications, and Programming, Lawrence Erlbaum Associates, NJ.
9. Caruana, L. (1998), “ Faulding ups ante at Amcal ”, The Australian, p. 37.
10. Fornell, C. and Larcker, D.F. (1984), “ Evaluating structural equation models with unobservable variables and measurement error ”, Journal of Marketing Research, Vol. 18, pp. 39-50.
11. Ganesan, S. (1994), “ Determinants of long-term orientation in buyer-seller relationships ”, Journal of Marketing, Vol. 58 No. 2, pp. 1-19.
12. Gerbing, D.W. and Anderson, J.C. (1988), “ An updated paradigm for scale development incorporating unidimensionality and its assessment ”, Journal of Marketing Research, Vol. 25, pp. 182-186.
13. Geyskens, I., Steenkamp, J.-B.E.M. and Scheer, L.K. (1996), “ The effects of trust and interdependence on relationship commitment: a trans-Atlantic study ”, International Journal of Research in Marketing, Vol. 13, pp. 303-317.
14. Gilliland, D.I. and Bello, D.C. (2002), “ Two sides to attitudinal commitment: the effect of calculative and loyalty commitment on enforcement mechanisms in distribution channels ”, Journal of the Academy of Marketing Science, Vol. 30 No. 1, pp. 24-43.
15. Gundlach, G.T., Achrol, R.S. and Mentzer, J.T. (1995), “ The structure of commitment in exchange ”, Journal of Marketing, Vol. 59, pp. 78-92.
16. Hair, J.F. Jr, Anderson, R.E., Tatham, R.L. and Black, W.C. (1998), Multivariate Data Analysis, Prentice Hall, Englewood Cliffs, NJ.
17. Heide, J.B. and John, G. (1990), “ Alliances in industrial purchasing: the determinants of joint action in buyer-supplier relationships ”, Journal of Marketing Research, Vol. 27, pp. 24-36.
18. Hindle, K. and Cutting, N. (2002), “ Can applied entrepreneurship education enhance job satisfaction and financial performance? An empirical investigation in the Australian pharmacy profession ”, Journal of Small Business Management, Vol. 40 No. 2, pp. 162-167.
19. Jaccard, J. and Wan, C.K. (1996), “ Lisrel approaches to interaction effects in multiple regression ”, Sage, Thousand Oaks, CA.
20. Kalleberg, A.L. and Reve, T. (1992), “ Contracts and commitment: economic and sociological perspectives on employee relations ”, Human Relations, Vol. 45 No. 9, pp. 1103-32.
21. Kim, K. and Frazier, G.L. (1997), “ Measurment of distributor commitment in industrial channels of distribution ”, Journal of Business Research, Vol. 40, pp. 139-154.
22. Kline, R.B. (1998), Principles and Practice of Structural Equation Modeling, The Guildford Press, New York, NY.
23. Kumar, N., Scheer, L.K. and Steenkamp, J.-B.E.M. (1995), “ The effects of perceived interdependence on dealer attitudes ”, Journal of Marketing Research, Vol. 32, pp. 348-356.
24. Lusch, R.F. and Brown, J.R. (1996), “ Interdependency, contracting, and relational behaviour in marketing channels ”, Journal of Marketing, Vol. 60, pp. 19-38.
25. Meyer, J.P. (1997), “ Organizational commitment ”, in Cooper, C.L. and Robertson, I.T. (Eds), International Review of Industrial and Organizational Psychology, Vol. 12, Wiley, Chichester, pp. 175-228.
26. Meyer, J.P., Allen, N.J. and Gellatly, I.R. (1990), “ Affective and continuance commitment to the organization: evaluation of measures and analysis of concurrent and time lagged relations ”, Journal of Applied Psychology, Vol. 75 No. 6, pp. 710-720.
27. Meyer, J.P., Allen, N.J. and Smith, C.A. (1993), “ Commitment to organizations and occupations: extension and test of a three-component conceptualisation ”, Journal of Applied Psychology, Vol. 78 No. 4, pp. 538-551.
28. Meyer, J.P., Stanley, D.J., Herscovitch, L. and Topolnytsky, L. (2002), “ Affective, continuance and normative commitment to the organization: a meta analysis of antecedents, correlates, and consequences ”, Journal of Vocational Behaviour, Vol. 61, pp. 20-52.
29. Mohr, J.J., Fisher, R.J. and Nevin, J.R. (1996), “ Collaborative communication in interfirm relationships: moderating effects of integration and control ”, Journal of Marketing, Vol. 60, pp. 103-115.
30. Moorman, C., Zaltman, G. and Deshpande, R. (1992), “ Relationships between providers and users of market research: the dynamics of trust within and between organizations ”, Journal of Marketing Research, Vol. 29, pp. 314-328.
31. Morgan, R.M. and Hunt, S.D. (1994), “ The commitment-trust theory of relationship marketing ”, Journal of Marketing, Vol. 58 No. 3, pp. 20-38.
32. Mowday, R.T., Steers, R.M. and Porter, L.W. (1979), “ The measurement of organizational commitment ”, Journal of Vocational Behavior, Vol. 14, pp. 224-247.
33. O'Reilly, C. and Chatman, J.A. (1986), “ Organizational commitment and psychological attachment: the effects of compliance, identification, and internalization on prosocial behaviour ”, Journal of Applied Psychology, Vol. 71 No. 3, pp. 492-499.
34. Ping, R.A.J. (2002), “ Relationship commitment and opportunistic behaviour ”, paper presented at the American Marketing Association Conference, available at: www.wright.edu/robert.ping/research1.htm (accessed 17 July 2002).
35. Ryan, C. (1998), “ Supermarkets push their own trolley in a competition with pharmacies ”, Business Review Weekly, 29 June, p. 92.
36. Scheer, L.K. and Stern, L.W. (1992), “ The effect of influence type and performance outcomes on attitude toward the influencer ”, Journal of Marketing Research, Vol. 24, pp. 128-142.
37. Sekaran, U. (2000), Research Methods for Business: A Skill Building Approach, Wiley, New York, NY.
38. Tellefsen, T. (2002), “ Commitment in business-to-business relationships ”, Industrial Marketing Management, Vol. 31, pp. 645-652.
39. Wilson, D.T. and Jantrania, S. (1994), “ Understanding the value of a relationship ”, Asia-Australia Marketing Journal, Vol. 2 No. 1, pp. 55-66.
40. Yilmaz, C. and Hunt, S.D. (2001), “ Salesperson cooperation: the influence of relational, task, organizational, and personal factors ”, Journal of the Academy of Marketing Science, Vol. 29 No. 4, pp. 335-357.
41. Zikmund, W.G. (2000), Exploring Marketing Research, Harcourt Brace & Company, Orlando.
42. Penley, L.E. and Gould, S. (1988), “ Etzioni's model of organizational involvement: a perspective for understanding commitment to organizations ”, Journal of Organizational Behavior, Vol. 9, pp. 43-59.