Gang Li
North China Institute of Water Conservancy and Hydroelectric Power, China
ABSTRACT
This study attempts to explain how a manufacturer's attitudinal commitment and a distributor's two dimensions of trust have an impact on the transferring of market knowledge from the distributor in a channel relationship. Using data from 225 paired distributors and manufacturers in the Chinese household appliances entity, six of our eight research hypotheses were supported. Results of the study show that both a manufactures loyalty commitment and a distributor's goodwill trust directly promote market knowledge transfer. Furthermore, calculative commitment is negatively related to the distributors goodwill and competence trust; loyalty commitment is positively related to the distributor=s goodwill and competence trust. The study thus points out the distinct roles of attitudinal commitment and trust in market knowledge transfer and the insightful impacts of calculative and loyalty commitment on goodwill and competence trust. These findings provide new theoretical thinking about channel relationship management and the business practices of manufacturers.
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Received: August 03, 2013;
Accepted: November 08, 2013;
Published: November 13, 2013
How to cite this article
Gang Li, 2013. Relational Model of Market Knowledge Transfer, Attitudinal Commitment and Trust. Journal of Applied Sciences, 13: 4929-4935.
DOI: 10.3923/jas.2013.4929.4935
URL: https://scialert.net/abstract/?doi=jas.2013.4929.4935
DOI: 10.3923/jas.2013.4929.4935
URL: https://scialert.net/abstract/?doi=jas.2013.4929.4935
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