From trust and dependence commitment to B2B engagement: An empirical analysis of inter-organizational cooperation in FMCG
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Gimeno Arias, Fernando; Santos Jaén, José Manuel; Valls Martínez, María Del Carmen; Sánchez Pérez, ManuelFecha
2023-11-28Resumen
This research paper aims to demonstrate that relationships play a pivotal role in fostering inter-organizational cooperation, both at the corporate and individual levels, within the fast-moving consumer goods (FMCG) distribution industry. Despite the extensive body of literature on relationship management, its impact on such a unique and important channel as FMCG remains undetermined. To achieve this objective, we designed a questionnaire for a survey targeting Spanish FMCG distributors, from which we collected 204 responses. We analyzed this data using partial least squares structural equation modeling (PLS-SEM), an emerging methodology in business research that enables us to assess the model's explanatory power and predictive capacity in understanding the relationships between various constructs. Our findings indicate the efficacy of governing inter-organizational relationships to facilitate cooperation. Additionally, we uncover links between corporate and individual relationships th...
Palabra/s clave
Cooperation
Trust
Dependence
Commitment
Engagement
FMCG
PLS-SEM
B2B