Abstract
Despite a recent surge of interest in commitment, its conceptual scope and components in channel relationships remain equivocal. The authors suggest continuance, behavior, and affect as three essential components of distributor commitment and hypothesize that each component of commitment has a different set of driving forces. A proposed model was tested with data collected in a national survey of industrial distributors. Estimation results indicate that (a) three suggested components are interrelated, yet distinctive, elements of distributor commitment, and (b) each component of distributor commitment is driven by a different set of driving forces. © 1997 John Wiley & Sons, Inc.
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