Trust and commitment as mediators between economic and non-economic satisfaction in manufacturer-supplier relationships

• Published in: The Journal of business & industrial marketing Vol. 31; no. 1; pp. 13 - 23
• Main Authors: Ferro, Carlos, Padin, Carmen, Svensson, Göran, Payan, Janice
• Format: Journal Article
• Language: English
• Published: Santa Barbara Emerald Group Publishing Limited 01-02-2016
• Subjects: Business-to-business marketing/industrial marketing; Customer satisfaction; Distribution channels & markets; Hypotheses; Marketing; Profitability; Profits; Quality; Structural equation modeling; Studies; Suppliers; Validity; Spanish SMEs; Economic satisfaction; Manufacturer-Supplier relationships; Commitment; Non-Economic satisfaction; Trust
• ISSN: 0885-8624; 2052-1189
• DOI: 10.1108/JBIM-07-2013-0154

Purpose
– The purpose of this paper is to test a research model in which trust and commitment are mediators between economic and non-economic satisfaction.
Design/methodology/approach
– The sample for this study comprises a total of 600 small and medium-sized Spanish enterprises from various industrial sectors. A total of 259 usable questionnaires were returned, generating a response rate of 43.2 per cent. The research model is tested with structural equation modeling using AMOS-software.
Findings
– The empirical findings regarding the studied business relationships confirm the independence between economic and non-economic satisfaction, and the mediating role of trust and commitment. Furthermore, the findings confirm that there is no direct cause–effect relationship between economic and non-economic satisfaction.
Research limitations/implications
– Numerous inter-organizational studies have tested satisfaction as two separate constructs (economic and non-economic satisfaction). This study goes further by positioning economic satisfaction as a precursor to other more relationship-oriented constructs and outcomes (trust–commitment and, in turn, non-economic or relational satisfaction).
Practical implications
– Managers should consider economic and non-economic satisfaction as two separate aspects of relationship quality in business relationships. Furthermore, although these aspects appear to be connected, managers should take them into consideration with respect to the levels of trust and commitment involved in business relationships. Managers should be aware that the level of economic satisfaction is an influential precursor to the levels of trust and commitment that in turn impact on the level of non-economic satisfaction as an outcome.
Originality/value
– This study makes a threefold contribution to existing theory and research. First, it tests the constructs of economic and non-economic satisfaction, indicating satisfactory validity and reliability. Second, it provides empirical support that there is no direct relationship between economic and non-economic satisfaction. Third, the empirical findings also indicate satisfactory validity and reliability, indicating that the constructs of trust and commitment are moderators between economic and non-economic satisfaction.