The influence of power, commitment, and relationship quality on objective performance

Abstract

This research aims at testing a model of the influence of non-coercive power (NCP), commitment, and relationship quality (RQ) on tourism organizations’ objective performance. Two mail surveys provide the perceptions of 688 hotel representatives about their business relationships with tour operators, and 1,002 corporate client representatives about their business relationships with hotels. Results suggest that commitment is the most important construct in the ‘tour operator-hotel dyad’, while in the ‘hotel-corporate client dyad’ NCP is the strongest determinant of commitment, RQ and share of business. The comparison of two samples characterized by different levels of power asymmetry provides new and relevant insights.