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The impact of power and relationship commitment on customer integration: a replication and extension

Min Zhang (Queen's Management School, Queen's University Belfast, Belfast, UK)
Xiande Zhao (Department of Economics and Decision Sciences, China Europe International Business School, Shanghai, China)
Baofeng Huo (College of Management and Economics, Tianjin University, Tianjin, China)
Barbara Flynn (Kelley School of Business, Indiana University, Bloomington, Indiana, USA)

International Journal of Physical Distribution & Logistics Management

ISSN: 0960-0035

Article publication date: 18 March 2022

Issue publication date: 30 March 2022

487

Abstract

Purpose

This study aims to examine the relationships between power, relationship commitment and customer integration by replicating and extending Zhao et al. (2008) in China and the USA.

Design/methodology/approach

This study collects data from 210 manufacturers in China and 202 manufacturers in the USA. In this study, structural equation modelling is used to analyse the data.

Findings

This study finds that normative relationship commitment is positively associated with customer integration and expert and referent power are positively associated with normative relationship commitment in China and the USA. Reward and coercive power are positively associated with instrumental relationship commitment in China, whereas referent power is negatively associated. Referent, legal legitimate and reward power are positively associated with instrumental relationship commitment in the USA, whereas expert and legitimate power are negatively associated.

Originality/value

This study provides empirical evidence on the distinct impacts of different bases of mediated and non-mediated power in China and the USA, contributing to the development of the power-relationship commitment theory. The findings also provide insights into where and when the theory applies. The results can provide guidelines for managers to adjust the use of power to improve relationship commitment and customer integration in China and the USA.

Keywords

Citation

Zhang, M., Zhao, X., Huo, B. and Flynn, B. (2022), "The impact of power and relationship commitment on customer integration: a replication and extension", International Journal of Physical Distribution & Logistics Management, Vol. 52 No. 3, pp. 238-260. https://doi.org/10.1108/IJPDLM-04-2021-0121

Publisher

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Emerald Publishing Limited

Copyright © 2022, Emerald Publishing Limited

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