Measurement of distributor commitment in industrial channels of distribution

From previous research reported in the organizational behavior and marketing channels literatures, three components of distributor commitment are identified, defined, and measured (continuance, behavioral, and affective commitment). The reliability and construct validity of the proposed measures with data collected in a national survey of industrial distributors are evaluated. Empirical results indicate that three different types of measurement scales-facet, composite, and global-have acceptable levels of reliability, convergent validity, and discriminant validity. Each facet scale of distributor commitment has a distinctive nomological link with other channel constructs. (C) 1997 Elsevier Science Inc.