Commitment in Marketing Channels: Mitigator or Aggravator of the Effects of Destructive Acts?

Stephen K. Kim, Jonathan D. Hibbard and Scott D. Swain

Journal of Retailing, 2011, vol. 87, issue 4, 521-539

Abstract: This research examines how a firm's relationship commitment influences its extra-role behavior after an intentional destructive act by a partner. The results of two studies – one a national survey of dealers for a consumer durable product and the other a set of three experiments involving business-to-business managers – show that the outcome of a destructive act depends on the type of commitment: whether the commitment is affective, calculative, or normative. Under relational distress caused by a supplier's destructive act, high affective commitment induces more negative extra-role behaviors, high calculative commitment induces more positive extra-role behaviors, while high normative commitment induces little change in extra-role behavior. Process tests indicate that each of these effects on extra-role behavior is explained (mediated) by psychological responses that are distinct for the type of commitment involved.

Keywords: Dealer commitment; Supplier destructive acts; Extra-role behavior (search for similar items in EconPapers)
Date: 2011
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Citations: View citations in EconPapers (11)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jouret:v:87:y:2011:i:4:p:521-539

DOI: 10.1016/j.jretai.2011.09.006

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