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Manufacturers and retailers: A relational analysis

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European Retail Research

Part of the book series: European Retail Research ((ERR))

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Abstract

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.

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Authors and Affiliations

  1. Departamento de Comercialización e Investigación de Mercados, Facultad de Economía, Universidad de Valencia, Valencia, Spain

    Alfonso Ruiz Martínez (Economist and PhD student in Marketing) & Irene Gil Saura (Chair for Marketing)

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  1. Alfonso Ruiz Martínez
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  2. Irene Gil Saura
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Correspondence to Alfonso Ruiz Martínez .

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Editors and Affiliations

  1. University of St. Gallen, St. Gallen, Switzerland

    Thomas Rudolph

  2. University of Graz, Graz, Austria

    Thomas Foscht

  3. University of Fribourg, Fribourg, Switzerland

    Dirk Morschett

  4. Vienna University of Economics and Business, Vienna, Austria

    Peter Schnedlitz

  5. Siegen University, Siegen, Germany

    Hanna Schramm-Klein

  6. University of Trier, Trier, Germany

    Bernhard Swoboda

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Martínez, A., Saura, I.G. (2012). Manufacturers and retailers: A relational analysis. In: Rudolph, T., Foscht, T., Morschett, D., Schnedlitz, P., Schramm-Klein, H., Swoboda, B. (eds) European Retail Research. European Retail Research. Gabler Verlag, Wiesbaden. https://doi.org/10.1007/978-3-8349-4237-1_4

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