Antecedents of Commitment and Trust in Customer-Supplier Relationships in High-Technology Markets

J.C. de Ruyter*, L. Moorman, J.G.A.M. Lemmink

*Corresponding author for this work

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The level of complexity and inherent perceived risk involved in customer relationships in high-technology markets leads to an intricate interplay of factors determining commitment and trust that in rum affect customer intentions to remain in the relationship. In this article, we develop a model in which aspects of the product, relationship management activities, and market variables are discerned and taken into account simultaneously as antecedents of trust, commitment, and intention to stay. The results from a qualitative and a quantitative study provide evidence for the influence of types of antecedents of trust, commitment, and intention to stay in supplier-customer relationships in high-technology markets relationships. It is shown that particularly affective commitment plays an important role in these relationships
Original languageEnglish
Pages (from-to)271-286
JournalIndustrial Marketing Management
Issue number3
Publication statusPublished - 1 Jan 2001

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