6533b7d6fe1ef96bd126599e

RESEARCH PRODUCT

Manufacturers and retailers: A relational analysis

Irene Gil SauraAlfonso Ruiz Martínez

subject

Antecedent (grammar)Value (ethics)Empirical researchNomological networkAdvertisingBusinessMarketingGrey relational analysis

description

Nowadays, relational models between manufacturers and retailers do not fully reflect the domain of the main relational constructs. This research proposes a model that reflects both affective and attitudinal retailer behaviors from the study of the nomological network between relational value with satisfaction, trust and commitment. The empirical research is based on the study of a Spanish furniture manufacturer with its retailer customers during one furniture fair. Findings suggest that relational value is an antecedent of affective and attitudinal behaviors. Satisfaction with current transactions also appears to be the main determinant of trust and commitment.

yearjournalcountryeditionlanguage
2012-01-01
https://doi.org/10.1007/978-3-8349-4237-1_4