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  • Logistics Service Providers and Their Customers: Gaining Commitment through Organizational Implants

    Author(s)
    Grawe, Scott
    Daugherty, Patricia
    P. Dant, Rajiv
    Griffith University Author(s)
    Dant, Rajiv P.
    Year published
    2012
    Metadata
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    Abstract
    The current research examines the following question: how can on-site representatives (i.e., organizational implants) be used to generate greater interorganizational relationship commitment? The relationship marketing literature explores many facets of interorganizational relationships and commitment, but until now, it has not considered the colocation of employees from separate firms. Dyadic survey data were collected from logistics service providers (LSPs) and their customers. The paired dyads were then analyzed using path analysis. Results indicate that organizational implantation can lead to greater levels of outcome ...
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    The current research examines the following question: how can on-site representatives (i.e., organizational implants) be used to generate greater interorganizational relationship commitment? The relationship marketing literature explores many facets of interorganizational relationships and commitment, but until now, it has not considered the colocation of employees from separate firms. Dyadic survey data were collected from logistics service providers (LSPs) and their customers. The paired dyads were then analyzed using path analysis. Results indicate that organizational implantation can lead to greater levels of outcome interdependence between the organizations, which can then generate greater levels of commitment from the LSP toward the customer. Results also suggest that organizational implantation can lead to greater levels of relational capital and responsiveness, which is shown to generate greater levels of commitment from the customer toward the LSP.
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    Journal Title
    Journal of Business Logistics
    Volume
    33
    Issue
    1
    DOI
    https://doi.org/10.1111/j.0000-0000.2011.01037.x
    Subject
    Marketing Management (incl. Strategy and Customer Relations)
    Business and Management
    Publication URI
    http://hdl.handle.net/10072/57663
    Collection
    • Journal articles

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