Agri-Food Enterprises and Relationship Marketing During COVID-19: A Primary Data Research through Commitment-Trust Theory

Abstract

This paper examines relationship marketing through the views of agri-food enterprises during COVID-19 using the commitment-trust theory as a framework. For this purpose, a primary research was conducted in 266 Greek agri-food enterprises at all stages of the agri-food sector and its activities to investigate relationship marketing in times of crisis. Through a confirmatory structural equation model (SEM), compatible with the commitment-trust theory, the results show that relationship termination costs explain the relationship commitment while communication explains trust. Moreover, there is an indirect effect of shared values on cooperation through trust. It is important to note that despite the COVID-19 crisis, there is no effect of uncertainty on trust. The above outcomes shed light on agri-food enterprises and relationship marketing in periods of crisis. With this knowledge, this paper provides recommendations to agri-food enterprises to focus on cooperation and shared values rather than being dominated by uncertainty.

Keywords:

• Agri-food enterprises
• commitment-trust theory
• COVID-19
• food sector
• relationship marketing