Manufacturers and retailers: A relational analysis

  • Alfonso Ruiz MartínezEmail author
  • Irene Gil Saura
Part of the European Retail Research book series (ERR)


Nowadays, relational models between manufacturers and retailers do not fully reflect the domain of the main relational constructs. This research proposes a model that reflects both affective and attitudinal retailer behaviors from the study of the nomological network between relational value with satisfaction, trust and commitment. The empirical research is based on the study of a Spanish furniture manufacturer with its retailer customers during one furniture fair. Findings suggest that relational value is an antecedent of affective and attitudinal behaviors. Satisfaction with current transactions also appears to be the main determinant of trust and commitment.

Key words

Relational Value Manufacturer and Retailer Relationships Satisfaction Trust Commitment 


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© Gabler Verlag | Springer Fachmedien Wiesbaden 2012

Authors and Affiliations

  1. 1.Departamento de Comercialización e Investigación de Mercados, Facultad de EconomíaUniversidad de ValenciaValenciaSpain

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