How Commitment Influences the Termination of B2B Exchange Relationships

Tsiros, Michael, William T. Ross, & Vikas Mittal (2009) "How commitment influences the termination of B2B exchange relationships" Journal of Service Research, 11(3), February, 263-276. (2009)

15 Pages Posted: 16 Oct 2013

See all articles by Michael Tsiros

Michael Tsiros

University of Miami - Department of Marketing

William T. Ross

Pennsylvania State University - Department of Marketing

Vikas Mittal

Rice University

Date Written: January 12, 2009

Abstract

Commitment is a key construct determining relationship outcomes, especially in B2B relationships. However, the processes by which commitment affects relationship outcomes — specifically likelihood to terminate a B2B relationship — are not well understood. Using a number of decision-process models, we propose three mechanisms by which commitment influences supplier termination. We suggest that commitment may (a) curtail search, (b) bias supplier evaluation, or (c) curtail action. These are tested using an experimental study as well as a survey. Convergent findings from both studies demonstrate that a combination of all three processes is involved in determining how commitment affects termination likelihood.

Keywords: commitment; satisfaction; termination; decision process

Suggested Citation

Tsiros, Michael and Ross, William T. and Mittal, Vikas, How Commitment Influences the Termination of B2B Exchange Relationships (January 12, 2009). Tsiros, Michael, William T. Ross, & Vikas Mittal (2009) "How commitment influences the termination of B2B exchange relationships" Journal of Service Research, 11(3), February, 263-276. (2009). Available at SSRN: https://ssrn.com/abstract=2340638

Michael Tsiros

University of Miami - Department of Marketing ( email )

United States

William T. Ross

Pennsylvania State University - Department of Marketing ( email )

University Park, PA 16802-3306
United States

Vikas Mittal (Contact Author)

Rice University ( email )

6100 South Main Street
250 McNair
Houston, TX 77005-1892
United States

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