Dependence and Commitment: Main Determinants of Negotiation between Suppliers and Retailers

Abstract

The aim of this paper is to attest for the relationship between producers’ and retailers’ dependence and commitment and the conduct of integrative negotiation. Principal Component Analysis (PCA) is a multivariate analysis method part of a group of multidimensional descriptive methods called factorial techniques. The results of a PCA analysis point to the unidimensionality of the two constructs of dependence and commitment. The results of a dyadic analysis of a sample of producers and retailers point to significant and positive relationship between dependence and commitment and the conduct of integrative negotiation. The regression estimates clearly support the fact that dependence and commitment have significant and positive impacts on the conduct of integrative negotiation.