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

J.C. de Ruyter; L. Moorman; J.G.A.M. Lemmink

doi:10.1016/S0019-8501(99)00091-7

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

Marketing & Supply Chain Management

Research output: Contribution to journal › Article › Academic › peer-review

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Abstract

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 language	English
Pages (from-to)	271-286
Journal	Industrial Marketing Management
Volume	30
Issue number	3
DOIs	https://doi.org/10.1016/S0019-8501(99)00091-7
Publication status	Published - 1 Jan 2001

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abstract = "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 ",

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