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

Ma José Álvarez Gil, Nora Lado, Pascual Berrone () and F. Javier Husillos

No ECO2006/11, Economics Working Papers from European University Institute

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.

Keywords: Industrial marketing; relational marketing; trust; commitment; reverse logistics; green marketing (search for similar items in EconPapers)
JEL-codes: M31 (search for similar items in EconPapers)
Date: 2006
New Economics Papers: this item is included in nep-env and nep-mkt
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