An investigation into commitment in non-Western industrial marketing relationships

This paper reports an investigation into the antecedents of commitment in non-Western industrial marketing relationships. The authors draw the antecedents from extant literature and posit that commitment is related to trust (integrity and reliability), communication quality, conflict, and similarity (social, ethnic, and economic). It is further argued that trust mediates the effects of communication, conflict, and similarity on commitment. As an extension, the authors examine the moderating effects of normative contracts (an implicit understanding of roles and responsibilities) on the construct interrelationships. The hypotheses are tested using data collected from approximately 150 industrial marketing relationships sampled from overseas Chinese firms. The results generally support the authors' framework; however, the mediating hypotheses are not supported. There is evidence of systematic differences in the effects of the studied antecedents on commitment and trust. Furthermore, a multigroup analysis provides evidence of significant moderating effects due to contracting mode. The study provides new insights into the theory and practice of industrial marketing. (C) 2003 Elsevier Science Inc. All rights reserved.

Late Devonian acanthodians from Colombia

Acanthodian remains occur in micaceous siltstone lenses (presumed to have been deposited during a marine incursion) in the Cuche Formation (?Frasnian) of northeast Colombia. The acanthodians are represented by patches of scales from climatiidid Nostolepis sp. cf. N. gatijensis and a fin spine and scales from a new diplacanthid. Type material of N. gaujensis is from the Frasnian Sventoji regional stage in the Baltic, and Nostolepis sp. cf. N. gaujensis has been recorded in the Frasnian of Iran, as well as from Colombia. The new diplacanthid taxon shows affinity to Baltic and Antarctic diplacanthids. The fauna thus shows possible links to both Gondwanan and Euramerican acanthodian assemblages. (C) 2003 Elsevier Science Ltd. All rights reserved.