How Commitment Influences the Termination of B2B Exchange Relationships
研究了承诺影响B2B供应商关系终止的三种机制：限制搜索、偏见评估和限制行动，通过实验和调查验证了这些机制共同作用。
Commitment is a key construct determining relationship outcomes, especially in B2B relationships. However, the processes by which commitment affects relationship outcomes—specifically likelihood to terminate a B2B relationship—are not well understood. Using a number of decision-process models, we propose three mechanisms by which commitment influences supplier termination. We suggest that commitment may (a) curtail search, (b) bias supplier evaluation, or (c) curtail action. These are tested using an experimental study as well as a survey. Convergent findings from both studies demonstrate that a combination of all three processes is involved in determining how commitment affects termination likelihood.