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Browsing by Subject "Relationship commitment"
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Item The impact of power and relationship commitment on the integration between manufacturers and customers in a supply chain(2008) Zhao, Xiande; Huo, Baofeng; Flynn, Barbara B.; Yeung, Jeff Hoi YanSupply chain integration (SCI) has received increasing attention from scholars and practitioners in recent years. However, our knowledge of what influences SCI is still very limited. Although marketing and management researchers have investigated power and relationship commitment issues between organizations, few have examined their impact on SCI. This paper extends the power–relationship commitment theory established in Western marketing literature and links it with SCI in China, through examining the relationship between power, relationship commitment and the integration between manufacturers and their customers. We propose and empirically test a model using data collected from 617 manufacturing companies in China. The results show that different types of customer power impact manufacturers’ relationship commitment in different ways. Expert power, referent power and reward power are important in improving manufacturers’ normative relationship commitment, while reward power and coercive power enhance instrumental relationship commitment. We also found that normative relationship commitment had a greater impact on customer integration than instrumental relationship commitment. These findings are interpreted in light of national culture differences between China and the U.S. in terms of power distance and collectivism, which provide a new perspective on SCI.Item The impact of power and relationship commitment on customer integration: A replication and extension(Emerald Insight, 2022) Zhang, Min; Zhao, Xiande; Huo, Baofeng; Flynn, Barbara; Kelley School of Business - IndianapolisPurpose: This study aims to examine the relationships between power, relationship commitment and customer integration by replicating and extending Zhao et al. (2008) in China and the United States. Design/methodology/approach: This study collects data from 210 manufacturers in China and 202 manufacturers in the United States. Structural equation modelling is used to analyze the data. Findings: This study finds that normative relationship commitment is positively associated with customer integration and expert and referent power are positively associated with normative relationship commitment in China and the United States. Reward and coercive power are positively associated with, whereas referent power is negatively associated with instrumental relationship commitment in China. Referent, legal legitimate and reward power are positively associated with, whereas expert and legitimate power are negatively associated with instrumental relationship commitment in the United States. Originality: This study provides empirical evidence on the distinct impacts of different bases of mediated and non-mediated power in China and the United States, contributing to the development of the power-relationship commitment theory. The findings also provide insights into where and when the theory applies. The results can provide guidelines for managers to adjust the use of power to improve relationship commitment and customer integration in China and the United States.