Please use this identifier to cite or link to this item: http://hdl.handle.net/10397/14650
Title: Channel relationship and business uncertainty : evidence from the Hong Kong market
Authors: Lai, KH 
Bao, Y
Li, X
Keywords: Business uncertainty
Channel relationship
Commitment
Trust
Issue Date: 2008
Publisher: Elsevier
Source: Industrial marketing management, 2008, v. 37, no. 6, p. 713-724 How to cite?
Journal: Industrial marketing management 
Abstract: This study examines the dynamics of channel relationships between an end user and multiple suppliers in Hong Kong, a major international logistics hub in Asia. Drawing on the literature on channel relationships, we examine the links between different channel relationship variables and the contingent effect of business uncertainty on the links between these variables and supplier commitment. The results of the study indicate that expected relationship continuity mediates the effects of trust and relationship quality on commitment. Furthermore, the positive effect of trust on commitment is found to be stronger when business uncertainty is high than when business uncertainty is low. As supply chain management is becoming essential for firms to succeed in today's business, industrial marketing managers need to be aware of the dynamics in channel relationships and to better manage their supply chains. The implications of our findings for research and for the practice of channel relationship management are provided.
URI: http://hdl.handle.net/10397/14650
ISSN: 0019-8501
EISSN: 1873-2062
DOI: 10.1016/j.indmarman.2007.05.017
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