The steep increase in the number and
variety of exchange relations, the increased complexity and uncertainty of the
business environment cannot be managed without the presence of interpersonal
and/or interorganizational trust and relationship commitment. Manufacturer
firms have to pay close attention to developing and maintaining relationship
commitment and dealers’ trust. The value of such efforts is the most
apparent when high levels of competition threaten market shares and the
stability of the dealers’ network. This empirical study shows that trust and
relationship commitment are important assets for the technological interface
adoption and bring significant savings for the manufacturer and dealer.
Cite this paper
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