How commitment influences the termination of B2B exchange relationships

Michael Tsiros, William T. Ross, Vikas Mittal

Research output: Contribution to journalArticle

19 Scopus citations

Abstract

Commitment is a key construct determining relationship outcomes, especially in B2B relationships. However, the processes by which commitment affects relationship outcomesg - "specifically likelihood to terminate a B2B relationshipg - "are not well understood. Using a number of decision-process models, we propose three mechanisms by which commitment influences supplier termination. We suggest that commitment may (a) curtail search, (b) bias supplier evaluation, or (c) curtail action. These are tested using an experimental study as well as a survey. Convergent findings from both studies demonstrate that a combination of all three processes is involved in determining how commitment affects termination likelihood.

Original languageEnglish (US)
Pages (from-to)263-276
Number of pages14
JournalJournal of Service Research
Volume11
Issue number3
DOIs
StatePublished - Feb 1 2009

Keywords

  • Commitment
  • Decision process
  • Satisfaction
  • Termination

ASJC Scopus subject areas

  • Information Systems
  • Sociology and Political Science
  • Organizational Behavior and Human Resource Management

Fingerprint Dive into the research topics of 'How commitment influences the termination of B2B exchange relationships'. Together they form a unique fingerprint.

  • Cite this