Abstract
Reverse logistics is one of the toughest supply chain challenges. One approach to achieving more effective reverse logistics is to adopt a relationship‐oriented perspective. Two aspects of a relationship‐orientation ‐ trust and relationship commitment ‐ were examined by surveying senior marketing and logistics personnel from the automotive aftermarket industry. Relationship commitment was found to mediate the relationship between trust and reverse logistics performance. Reverse logistics program performance was found to be more effective and efficient when relationship commitment was present.
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