Power, trust and relationship commitment in dealer-supplier relationship in Thailand automobile industry

Power, trust and relationship commitment in dealer-supplier relationship in Thailand automobile industry

In supplier-dealer relationships, commitment is referred to as a desire to develop a stable relationship and a willingness to make short-term sacrifices to realize long-term benefits from the relationship. Despite the many past studies conducted in the area of relationship commitment, little is kno...

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Main Author: Pourpunsawat, Pakorn
Format: Thesis
Language:eng
eng
Published: 2015
Subjects:
HD28-70 Management
Industrial Management
Online Access:https://etd.uum.edu.my/5743/1/s91081_01.pdf
https://etd.uum.edu.my/5743/2/s91081_02.pdf
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institution Universiti Utara Malaysia
collection UUM ETD
language eng
eng
advisor Mohd Noor, Nor Azila
topic HD28-70 Management
Industrial Management
spellingShingle HD28-70 Management
Industrial Management
Pourpunsawat, Pakorn
Power, trust and relationship commitment in dealer-supplier relationship in Thailand automobile industry
description In supplier-dealer relationships, commitment is referred to as a desire to develop a stable relationship and a willingness to make short-term sacrifices to realize long-term benefits from the relationship. Despite the many past studies conducted in the area of relationship commitment, little is known to what extent the power and trust factors influence relationship commitment. The present research examines the factors that influence relationship commitment, particularly the roles of the supplier’s power and trust in enhancing relationship commitment among the dealers. Based on the Social Exchange Theory, this research endeavored to develop a conceptual model of relationship commitment that links the element of relationship commitment with the mediated and non-mediated power of the supplier as perceived by the dealer and the trust of the dealer towards the supplier. Using a questionnaire, data from 317 car dealers in Thailand were collected and analyzed to test the hypotheses. Data were analyzed using descriptive analysis, factor analysis, correlational analysis and regression analysis. The results show that the level of relationship commitment among car dealers towards their suppliers is at high level. Trust influences relationship commitment among the car dealers. However only non-mediated power (expert and referent) show significant influences on relationship commitment while mediated power (reward, coercive and legal legitimate) show no significant influence on relationship commitment. It was also found that trust plays a role as a partial mediator that links non-mediated power and relationship commitment. Theoretical, methodological and managerial implications are discussed along with suggestions for future research avenues.
format Thesis
qualification_name Doctor of Business Administration (DBA)
qualification_level Doctorate
author Pourpunsawat, Pakorn
author_facet Pourpunsawat, Pakorn
author_sort Pourpunsawat, Pakorn
title Power, trust and relationship commitment in dealer-supplier relationship in Thailand automobile industry
title_short Power, trust and relationship commitment in dealer-supplier relationship in Thailand automobile industry
title_full Power, trust and relationship commitment in dealer-supplier relationship in Thailand automobile industry
title_fullStr Power, trust and relationship commitment in dealer-supplier relationship in Thailand automobile industry
title_full_unstemmed Power, trust and relationship commitment in dealer-supplier relationship in Thailand automobile industry
title_sort power, trust and relationship commitment in dealer-supplier relationship in thailand automobile industry
granting_institution Universiti Utara Malaysia
granting_department Othman Yeop Abdullah Graduate School of Business
publishDate 2015
url https://etd.uum.edu.my/5743/1/s91081_01.pdf
https://etd.uum.edu.my/5743/2/s91081_02.pdf
_version_ 1747827973879234560
spelling my-uum-etd.57432021-03-18T08:43:51Z Power, trust and relationship commitment in dealer-supplier relationship in Thailand automobile industry 2015 Pourpunsawat, Pakorn Mohd Noor, Nor Azila Othman Yeop Abdullah Graduate School of Business Othman Yeop Abdullah Graduate School of Business HD28-70 Management. Industrial Management In supplier-dealer relationships, commitment is referred to as a desire to develop a stable relationship and a willingness to make short-term sacrifices to realize long-term benefits from the relationship. Despite the many past studies conducted in the area of relationship commitment, little is known to what extent the power and trust factors influence relationship commitment. The present research examines the factors that influence relationship commitment, particularly the roles of the supplier’s power and trust in enhancing relationship commitment among the dealers. Based on the Social Exchange Theory, this research endeavored to develop a conceptual model of relationship commitment that links the element of relationship commitment with the mediated and non-mediated power of the supplier as perceived by the dealer and the trust of the dealer towards the supplier. Using a questionnaire, data from 317 car dealers in Thailand were collected and analyzed to test the hypotheses. Data were analyzed using descriptive analysis, factor analysis, correlational analysis and regression analysis. The results show that the level of relationship commitment among car dealers towards their suppliers is at high level. Trust influences relationship commitment among the car dealers. However only non-mediated power (expert and referent) show significant influences on relationship commitment while mediated power (reward, coercive and legal legitimate) show no significant influence on relationship commitment. 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