This study uses multiple regression analysis to examine credibility and benevolence of
manufacturers as determinants of industrial buyers commitment which, in turn, leads to this party s
business adaptation in an international relationship. Results based on a sample of one hundred Thai
industrial exporters reveal positive relationships between hypothesized variables i.e. benevolence,
credibility and commitment, commitment and business adaptation. By using split-group analysis and
Chow-test, moderating effects of environmental volatility and degree of asset specificity on commitment-
adaptation, relationships were found.
This work is protected by copyright. Reproduction or distribution of the work in any format is prohibited without written permission of the copyright owner.
