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Exploratory Qualitative Study of Inter-Organizational Commitment in a Specific B to B Context

Author

Listed:
  • Laurent CARPENTIER

    (University of Lille - IAE University School of Management)

  • Aurély LAO

    (University of Lille - IAE University School of Management)

Abstract

This research examines the mutual commitment in inter-organizational relationships between distributors and suppliers belonging to a diverse network in which we find integrated distributors and other independents. The substance of the commitment is analyzed according to the three components of the commitment transposed into BtoB relationships: normative, calculative and affective commitment. The findings of an exploratory qualitative study conducted with 10 professionals from the same network show that the intensity of inter-organizational relationships differs according to these three concepts of commitment, and where trust seems to be a fundamental part of the relationship in this context of an mixed network. Likewise, the findings reveal the absence of differences in terms of commitment depending on whether the distributor is integrated or independent.

Suggested Citation

  • Laurent CARPENTIER & Aurély LAO, 2021. "Exploratory Qualitative Study of Inter-Organizational Commitment in a Specific B to B Context," Journal of Emerging Trends in Marketing and Management, The Bucharest University of Economic Studies, vol. 1(1), pages 212-221, August.
    • Handle: RePEc:aes:jetimm:v:1:y:2021:i:1:p:212-221
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    References listed on IDEAS

    as
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    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    Mixed network; B to B relationships; commitment; trust; qualitative research.;
    All these keywords.

    JEL classification:

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

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