Personal Information

Name Place Experience Email

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Company Designation Phone no

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For the research purpose I want you to fill the below questionnaire based on Interpersonal influences a powerful tool to achieve dealers / retailers trust and commitment The information provided by you will be confidential and will be used for academic and analytical purpose only

Interpersonal relations -

1. How frequently do you contact the sales manager of the supplier through certain personal relations with him when the problem arises? Rarely O O O O O Frequently 2. When problems arise, how frequently your boss would contact the CEO of the supplier for resolution based on their personal relationship?

Rarely O O O O O Frequently

3. Do you encourage your boundary personnel to cultivate friendship with those of the supplier. Highly agree O O O O O Disagree

Trust Information sharing 4. Do you share information on price changes with y our suppliers Highly agree O O O O O Disagree 5. Do you share information on inventory policy with your suppliers Highly agree O O O O O Disagree 6. Does your suppliers always inform you in advance of changes in the supply market Always O O O O O Never

Trust - Joint decision making -

7. Does your suppliers always consult you on pricing policy Highly agree O O O O O Disagree

8. Does your company makes its procurement plans for the next seasons together with its suppliers Highly agree O O O O O Disagree

9. Does your suppliers provide you with sale forecasts for the products our company buys from them Always O O O O O Never

Trust Mutual Trust -

10. Do you always receive a good response from the suppliers you collaborate with Always O O O O O Never

11. Do suppliers you collaborate with always provide information you require Always O O O O O Never 12. Do you have confidence in your suppliers you collaborate with Always O O O O O Never

Trust Interactive trust -

13. Do your suppliers are friendly in dealing with your company. Highly agree O O O O O Disagree 14. When unexpected situations arise, Do your suppliers always act in a manner that is favorable to you Highly agree O O O O O Disagree 15. Do your suppliers are oriented towards collaborative arrangements with you Highly agree O O O O O Disagree

Commitment Normative commitment -

16. The objectives your suppliers stand for are important to us Highly agree O O O O O Disagree

17. The reason you collaborate with your suppliers is because of the values they stand for Highly agree O O O O O Disagree

18. Over time your values and those of your suppliers have become similar Highly agree O O O O O Disagree

Commitment Affective commitment

19. There is a strong involvement in our companys affairs by our suppliers Highly agree O O O O O Disagree 20. Do you feel your suppliers view us as being an important buyer Highly agree O O O O O Disagree 21. Our suppliers identify themselves with our companys aim and objectives Highly agree O O O O O Disagree

Commitment - Instrumental commitment -

22. Do you need to keep collaborating with your major suppliers since it would be too costly for you to leave these relationship Highly agree O O O O O Disagree 23. Are you afraid of what might happen if you leave this relationship now, even if you want to Highly agree O O O O O Disagree 24. Are you willing to invest in suppliers specific assets so as to keep the current relationship Highly agree O O O O O Disagree

Thank you for your participation