Managing opportunism in a developing interfirm relationship : The interrelationship of calculative and loyalty commitment

Research output: Journal Publications and Reviews (RGC: 21, 22, 62)21_Publication in refereed journalNot applicablepeer-review

32 Scopus Citations
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Detail(s)

Original languageEnglish
Pages (from-to)844-852
Journal / PublicationIndustrial Marketing Management
Volume39
Issue number5
Publication statusPublished - Jul 2010

Abstract

This research develops a framework for investigating associations among the duration of an exchange relationship, the interrelationship between a supplier's calculative and loyalty commitment, and opportunistic behavior on the part of a buyer. The findings indicate that (1) calculative commitment and loyalty commitment by suppliers function as substitutes; (2) a supplier's loyalty commitment increases gradually as a developing exchange relationship endures, whereas calculative commitment increases and then decreases; and (3) a supplier's calculative commitment leads to an increase in a buyer's opportunism, whereas the supplier's loyalty commitment leads to a decrease, and a supplier's loyalty commitment decreases the positive impact of calculative commitment on opportunism. These findings provide insights into how relationship duration affects buyers' opportunism through the interrelation between suppliers' calculative and loyalty commitment. © 2009 Elsevier Inc.

Research Area(s)

  • Calculative commitment, Loyalty commitment, Opportunism, Relationship duration