Title: Motives, partner selection and establishing Trust Reciprocity and Interorganisational Commitment

Authors: Ossi Pesamaa, Joseph F. Hair Jr., Antti Haahti

Addresses: Jonkoping International Business School, Centre for Innovation Systems, Entrepreneurship and Growth, Experience Industries' Development Institute, Research Unit for Rural Entrepreneurship and Growth, P.O. Box 1026, SE-551 11 Jonkoping, Sweden. ' Department of Marketing, Kennesaw State University, Coles College of Business, Kennesaw, Georgia, USA. ' Faculty of Tourism and Business, University of Lapland, P.O. Box 122, 96101 Rovaniemi, Finland

Abstract: This research proposes a model of Interorganisational Commitment (IOC). The model is based on six constructs and was tested on 99 small and medium sized firms. The model examines interaction and non-interaction between firms. The theoretical model suggests that firms enter relationships in sequences, where they first consider motives and partner preferences before interaction takes place. Later in the sequence more extensive interactions develop into committed relationships that have consequences influenced by Trust (TRU) and Reciprocity (RCP) perceptions, which influence and promote lasting IOCs. The tested model exhibits nomological, convergent and discriminant validity, as well as reliability.

Keywords: motives; partner selection; trust; reciprocity; inter-organisational commitment; Experience Stratos; SMEs; small and medium-sized enterprises; firm interaction.

DOI: 10.1504/IJTP.2010.031603

International Journal of Tourism Policy, 2010 Vol.3 No.1, pp.62 - 77

Published online: 15 Feb 2010 *

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