The Factors Affecting Cooperation and the Moderating Effect of Technological Turbulence

Abstract

This present study examines the effect of technological turbulence in driving cooperation, the role of non-economic satisfaction in mediating between focal constructs of relationship marketing (RM) with cooperation, and the effect of interpersonal commitment on inter-organizational commitment. The findings show that high technological turbulence dampens the positive relationship of two focal constructs of RM, non-economic satisfaction mediates focal constructs of RM and cooperation, and interpersonal commitment influences inter-organizational commitment. The study uses empirical data from business-to-business (B2B) ICT resellers in Indonesia to test the hypotheses developed. A structured questionnaire via an online platform is used as a research instrument with one hundred and one companies participating.

Keywords

• technological turbulence
• relationship marketing
• non-economic satisfaction
• business-to-business
• indonesia