Exploratory Qualitative Study of Inter-Organizational Commitment in a Specific B to B Context

Abstract

This research examines the mutual commitment in inter-organizational relationships between distributors and suppliers belonging to a diverse network in which we find integrated distributors and other independents. The substance of the commitment is analyzed according to the three components of the commitment transposed into BtoB relationships: normative, calculative and affective commitment. The findings of an exploratory qualitative study conducted with 10 professionals from the same network show that the intensity of inter-organizational relationships differs according to these three concepts of commitment, and where trust seems to be a fundamental part of the relationship in this context of an mixed network. Likewise, the findings reveal the absence of differences in terms of commitment depending on whether the distributor is integrated or independent.

Keywords

• mixed network
• b to b relationships
• commitment
• trust
• qualitative research