The nature of commitment in buyer–supplier relationships

Commitment is a core concept in the study of buyer-supplier relationships. Much of extant research on commitment in buyer-supplier relationships utilizes a global, unidimensional definition of commitment. In contrast, research on employees’ organizational commitment utilizes a three-facet model, separately considering continuance commitment, affective commitment, and normative commitment. A review of the literature suggests three gaps. First that multiple facets of commitment, particularly normative commitment have been relatively unexplored. Second, the vast majority of research examines a buyer’s commitment to a supplier and much less a supplier’s commitment to a buyer. Finally, commitment research in developing countries is limited. A three-facet model of commitment—with antecedents and outcomes of each—is developed. Data is collected from buyers and suppliers in Thailand, providing an in-built replication and two tests of each hypothesis. The results show support for the three-facet model and identify light and dark side outcomes from the different facets. Implications for theory and practice are discussed.