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Value Generation and Impact on Commitment in Business-to-Business Relationship.

Ano de publicação: 2.012 Publicação: Rio de Janeiro, EnAnpad, Encontro Nacional de Pós-Graduação e Pesquisa em Administração, 2012. Paginação:   Autores: PEREIRA, Ieda Lima;  RIBEIRO, Áurea Helena Puga;  ROBBE, Raquel Silveira. Tipo de Publicação: Artigo Autor Principal: Pereira, Ieda Lima Outros Autores: PEREIRA, Ieda Lima;  RIBEIRO, Áurea Helena Puga;  ROBBE, Raquel Silveira. Resumo: As commitment is pivotal to keeping long-term business relationships, it is important to know its antecedents and consequents. This paper aims to assess a nomological network in which commitment is directly explained by relationship value, and two alternative theoretical models are proposed to portrait the influence of both dependence and customer’s firm strategic orientation on relationship value and commitment. Though exploratory, results seem to give more support to the model where relationship value is a partial mediator of the influence of dependence and customer’s firm strategic orientation on commitment. Idioma: Inglês Número de Referência: 005.8 P436v 2012