Linking multi-component commitment to relationship value, trust, conflict and cooperation

Neeru Sharma; Louise C. Young; Ian F. Wilkinson

Linking multi-component commitment to relationship value, trust, conflict and cooperation

Neeru Sharma, Louise C. Young, Ian F. Wilkinson

Research output: Chapter in Book / Conference Paper › Conference Paper

Abstract

![CDATA[This paper develops a conceptual model of business-to-business relationships that extends prior research. It incorporates a five-component structure of relationship commitment (value-based, affective, locked-in, obligation-based, and behavioural). It includes relationship value, contained in many existing models, in a novel way that links commitment to trust, switching costs, idiosyncratic investments, and cooperation. Four versions of the emerging conceptual model are developed to cope with the two/feedback links we include in the model to capture relational process as two-way links otherwise cannot be examined with structural equations modelling method. The paper concludes with preliminary results of the tests of the model(s).]]

Original language	English
Title of host publication	Flexible Marketing in an Unpredictable World : Proceedings of the 36th EMAC Conference held 22-25 May 2007, Reykjavik, Iceland
Publisher	Reykjavik University
Number of pages	1
ISBN (Print)	9979948353
Publication status	Published - 2007
Event	European Marketing Academy. Conference - Duration: 22 May 2012 → …

Conference

Conference	European Marketing Academy. Conference
Period	22/05/12 → …

Keywords

commitment (psychology)
value
relationship marketing
business networks

Cite this

@inproceedings{9bc5725a97e2433f8aa5fae6ab3123ee,

title = "Linking multi-component commitment to relationship value, trust, conflict and cooperation",

abstract = "![CDATA[This paper develops a conceptual model of business-to-business relationships that extends prior research. It incorporates a five-component structure of relationship commitment (value-based, affective, locked-in, obligation-based, and behavioural). It includes relationship value, contained in many existing models, in a novel way that links commitment to trust, switching costs, idiosyncratic investments, and cooperation. Four versions of the emerging conceptual model are developed to cope with the two/feedback links we include in the model to capture relational process as two-way links otherwise cannot be examined with structural equations modelling method. The paper concludes with preliminary results of the tests of the model(s).]]",

keywords = "commitment (psychology), value, relationship marketing, business networks",

author = "Neeru Sharma and Young, {Louise C.} and Wilkinson, {Ian F.}",

year = "2007",

language = "English",

isbn = "9979948353",

booktitle = "Flexible Marketing in an Unpredictable World : Proceedings of the 36th EMAC Conference held 22-25 May 2007, Reykjavik, Iceland",

publisher = "Reykjavik University",

note = "European Marketing Academy. Conference ; Conference date: 22-05-2012",

}

Linking multi-component commitment to relationship value, trust, conflict and cooperation. / Sharma, Neeru; Young, Louise C.; Wilkinson, Ian F.
Flexible Marketing in an Unpredictable World : Proceedings of the 36th EMAC Conference held 22-25 May 2007, Reykjavik, Iceland. Reykjavik University, 2007.

Research output: Chapter in Book / Conference Paper › Conference Paper

TY - GEN

T1 - Linking multi-component commitment to relationship value, trust, conflict and cooperation

AU - Sharma, Neeru

AU - Young, Louise C.

AU - Wilkinson, Ian F.

PY - 2007

Y1 - 2007

N2 - ![CDATA[This paper develops a conceptual model of business-to-business relationships that extends prior research. It incorporates a five-component structure of relationship commitment (value-based, affective, locked-in, obligation-based, and behavioural). It includes relationship value, contained in many existing models, in a novel way that links commitment to trust, switching costs, idiosyncratic investments, and cooperation. Four versions of the emerging conceptual model are developed to cope with the two/feedback links we include in the model to capture relational process as two-way links otherwise cannot be examined with structural equations modelling method. The paper concludes with preliminary results of the tests of the model(s).]]

AB - ![CDATA[This paper develops a conceptual model of business-to-business relationships that extends prior research. It incorporates a five-component structure of relationship commitment (value-based, affective, locked-in, obligation-based, and behavioural). It includes relationship value, contained in many existing models, in a novel way that links commitment to trust, switching costs, idiosyncratic investments, and cooperation. Four versions of the emerging conceptual model are developed to cope with the two/feedback links we include in the model to capture relational process as two-way links otherwise cannot be examined with structural equations modelling method. The paper concludes with preliminary results of the tests of the model(s).]]

KW - commitment (psychology)

KW - value

KW - relationship marketing

KW - business networks

UR - http://handle.uws.edu.au:8081/1959.7/41009

M3 - Conference Paper

SN - 9979948353

BT - Flexible Marketing in an Unpredictable World : Proceedings of the 36th EMAC Conference held 22-25 May 2007, Reykjavik, Iceland

PB - Reykjavik University

T2 - European Marketing Academy. Conference

Y2 - 22 May 2012

ER -

Linking multi-component commitment to relationship value, trust, conflict and cooperation

Abstract

Conference

Keywords

Other files and links

Fingerprint

Cite this