search query: @author Arnold, S. J. / total: 5
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| Author: | Joshi, A. W. Arnold, S. J. |
| Title: | How relational norms affect compliance in industrial buying |
| Journal: | Journal of Business Research
1998 : FEB, VOL. 41:2, p. 105-114 |
| Index terms: | CUSTOMERS LOYALTY CORPORATE BUYING SUPPLY INDUSTRIES |
| Language: | eng |
| Abstract: | Buyers who are dependent on their suppliers, are more likely to comply with supplier requests, in spite of the potential costs associated with such compliance, than buyers who are not dependent on their suppliers. This well-known result is qualified in the study by the argument that the dependence-compliance relationship is moderated by the level of relational norms present in the exchange relationship. Consistent with the hypotheses of the study, the results from a scenario-based experiment with 147 purchasing managers show that the positive main effect of dependence on compliance only holds under conditions of high relational norms. In low relational norm-based relationships dependence does not increase compliance. |
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