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

Mbarek Rahmoun, Mohsen Debabi

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.


Full Text: PDF DOI: 10.5539/ijms.v4n3p100

Creative Commons License
This work is licensed under a Creative Commons Attribution 3.0 License.

International Journal of Marketing Studies  ISSN 1918-719X(Print) ISSN 1918-7203(Online)

Copyright © Canadian Center of Science and Education

To make sure that you can receive messages from us, please add the 'ccsenet.org' domain to your e-mail 'safe list'. If you do not receive e-mail in your 'inbox', check your 'bulk mail' or 'junk mail' folders.