An investigation of the effect of family influence on Commitment-Trust in retailer-vendor strategic partnerships

The Commitment-Trust theory (Morgan & Hunt, 1994) and the F-PEC scale of family influence (Astrachan, Klein, & Smyrnios, 2002) were utilized in a 6-construct model that examines family influence in retailer-vendor strategic partnerships in the United States. Partial least squares structural equation modeling (PLS-SEM) was used to test the model. Six of the nine hypotheses were supported. Family influence explained twenty-seven percent of the value generated by the strategic partnership relationship. The model confirmed the Commitment-Trust theory, though family influence on trust was very limited. Expansion of the model and future testing in different contexts would help to refine and develop the model, including a better understanding of family influences in strategic partnerships. (C) 2013 Elsevier Ltd. All rights reserved.