Relationship marketing and distribution channels

The interest of practitioners and academics in channel relationship management has shifted from corporate channel structures and relationships in conventional channels governed by use of power to relationships between independent firms involving contractual and normative control mechanisms. In this article, we identify several factors leading to this change of interest, propose a scheme for classifying channel relationship research based on control mechanisms, and suggest areas for future research involving the use of contractual and normative control mechanisms in conventional channel relationships.

[1]  Steven W. Duck,et al.  The Dynamics of Relationships , 1994 .

[2]  P. Ring,et al.  Developmental Processes of Cooperative Interorganizational Relationships , 1994 .

[3]  P. Schurr,et al.  Influences on exchange processes: Buyers' preconceptions of a seller's trustworthiness and bargaining toughness. , 1985 .

[4]  Charles R. Berger,et al.  Language and social knowledge: Uncertainty in interpersonal relations , 1984 .

[5]  Jan B. Heide,et al.  The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels , 1988 .

[6]  C. Oliver.  Determinants of Interorganizational Relationships: Integration and Future Directions , 1990 .

[7]  L. Baxter,et al.  “Secret Tests”Social Strategies for Acquiring Information About the State of the Relationship , 1984 .

[8]  Shankar Ganesan,et al.  Negotiation Strategies and the Nature of Channel Relationships , 1993 .

[9]  G. Zaltman,et al.  Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations , 1992 .

[10]  R. Deshpandé,et al.  Organizational Culture and Marketing: Defining the Research Agenda , 1989 .

[11]  J. F. Gaski.  The Theory of Power and Conflict in Channels of Distribution , 1984 .

[12]  R. Osborn,et al.  Handbook of Organizational Design. Vol. 1: Adapting Organizations to Their Environments. , 1982 .

[13]  Gary L. Frazier,et al.  The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels , 1991 .

[14]  Jeffrey L. Bradach,et al.  Price, Authority, and Trust: From Ideal Types to Plural Forms , 1989 .

[15]  M. Bergen,et al.  Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories , 1992 .

[16]  Gary L. Frazier,et al.  Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country , 1989 .

[17]  O. Williamson.  Credible Commitments: Using Hostages to Support Exchange , 1983 .

[18]  L. Stern,et al.  Environmental Determinants of Decision-Making Uncertainty in Marketing Channels , 1988 .

[19]  S. Duck.  Meaningful relationships : talking, sense, and relating , 1994 .

[20]  W. Owen.  Interpretive themes in relational communication , 1984 .

[21]  J. Workman.  Marketing's Limited Role in New Product Development in One Computer Systems Firm , 1993 .

[22]  S. Duck,et al.  Strategies In Developing Friendships , 1986 .

[23]  Michael Etgar,et al.  Channel Domination and Countervailing Power in Distributive Channels , 1976 .

[24]  Intercompany Operating Ties: Unlocking the Value in Channel Restructuring , 1992 .

[25]  Tamar Katriel,et al.  “What we need is communication”: “Communication” as a cultural category in some American speech , 1981 .

[26]  Gary L. Frazier.  Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective , 1983 .

[27]  A. V. D. Ven,et al.  Sociologists, Economists, and Opportunism , 1985 .

[28]  Francine Lafontaine.  Agency Theory and Franchising: Some Empirical Results , 1992 .

[29]  Peter J. Carnevale,et al.  Effects of trust, aspiration, and gender on negotiation tactics. , 1980 .

[30]  Barton A. Weitz,et al.  The Use of Pledges to Build and Sustain Commitment in , 1992 .

[31]  Leslie A. Baxter,et al.  Taboo Topics in Close Relationships , 1985 .

[32]  D. Canary,et al.  Relational and Episodic Characteristics Associated with Conflict Tactics , 1988 .

[33]  C. Berger,et al.  SOME EXPLORATIONS IN INITIAL INTERACTION AND BEYOND: TOWARD A DEVELOPMENTAL THEORY OF INTERPERSONAL COMMUNICATION , 1975 .

[34]  J. Thibaut,et al.  The development of contractual norms in a bargaining situation under two types of stress , 1965 .

[35]  M. Deutsch.  The Resolution of ConflictConstructive and Destructive Processes , 1974 .

[36]  W. Dugger.  The Economic Institutions of Capitalism , 1987 .

[37]  Jan B. Heide,et al.  ALLIANCES IN INDUSTRIAL PURCHASING - THE DETERMINANTS OF JOINT ACTION IN BUYER-SUPPLIER RELATIONSHIPS , 1990 .

[38]  Harold H. Kelley,et al.  5 – Conflict in the Development of Close Relationships1 , 1979 .

[39]  Mark S. Granovetter.  Economic Action and Social Structure: The Problem of Embeddedness , 1985, American Journal of Sociology.

[40]  J. M. Villas-Boas,et al.  Sleeping with the Enemy: Should Competitors Share the Same Advertising Agency? , 1994 .

[41]  R. Lal.  Improving Channel Coordination Through Franchising , 1990 .

[42]  John A. Daly,et al.  The affinity-seeking function of communication , 1984 .

[43]  John W. Clarr.  Cooperative Strategies in International Business , 1990 .

[44]  Barton A. Weitz,et al.  The Use of Pledges to Build and Sustain Commitment in Distribution Channels , 1992 .

[45]  F. Dwyer,et al.  Developing Buyer-Seller Relationships: , 1987 .

[46]  W. Ouchi.  A Conceptual Framework for the Design of Organizational Control Mechanisms , 1979 .

[47]  Barton A. Weitz,et al.  Determinants of Continuity in Conventional Industrial Channel Dyads , 1989 .

[48]  M. Fitzpatrick.  Between husbands & wives: Communication in marriage. , 1988 .

[49]  A. Lott,et al.  Group cohesiveness as interpersonal attraction: a review of relationships with antecedent and consequent variables. , 1965, Psychological bulletin.

[50]  Thomas W. Malone,et al.  Expert systems: the next challenge for managers , 1986 .

[51]  John O. Summers,et al.  Interfirm Influence Strategies and Their Application within Distribution Channels , 1984 .

[52]  John O. Summers,et al.  Perceptions of Interfirm Power and its use within a Franchise Channel of Distribution , 1986 .

[53]  B. Williams.  The new social contract , 1967 .

[54]  Shankar Ganesan.  Determinants of Long-Term Orientation in Buyer-Seller Relationships , 1994 .

[55]  Barton A. Weitz,et al.  Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation , 1989 .

[56]  Leonard C. Hawes,et al.  A critique of assumptions underlying the study of communication in conflict , 1973 .

[57]  Dale E. Zand.  Trust and Managerial Problem Solving , 1972 .

[58]  Bruce E. Mallen,et al.  Functional Spin-Off: A Key to Anticipating Change in Distribution Structure , 1973 .

[59]  Maurice Nelles,et al.  Make-or-Buy Decisions , 1958 .

[60]  Jack P. Gibbs,et al.  Norms, Deviance, and Social Control: Conceptual Matters , 1981 .

[61]  Jan B. Heide.  Interorganizational Governance in Marketing Channels , 1994 .

[62]  M. E. Berger,et al.  The Intimate Enemy , 1969 .

[63]  Susan Helper,et al.  Long-Term Supplier Relations and Product-Market Structure , 1992 .

[64]  D. Jones.  A New Social Contract , 1942, Nature.

[65]  A. V. D. Ven,et al.  On the Nature, Formation, and Maintenance of Relations Among Organizations , 1976 .

[66]  S. Hunt,et al.  The Commitment-Trust Theory of Relationship Marketing , 1994 .

[67]  H. Håkansson,et al.  Formal and Informal Cooperation Strategies in International Industrial Networks , 1988 .

[68]  James A. Narus,et al.  A Model of Distributor Firm and Manufacturer Firm Working Partnerships , 1990 .

[69]  Michael Giallourakis,et al.  Perceived communication skills and resultant trust perceptions within the channel of distribution , 1985 .

[70]  M. Clark,et al.  Interpersonal attraction in exchange and communal relationships. , 1979 .

[71]  E. Zajac,et al.  FROM TRANSACTION COST TO TRANSACTIONAL VALUE ANALYSIS: IMPLICATIONS FOR THE STUDY OF INTERORGANIZATIONAL STRATEGIES* , 1993 .

[72]  R. Teas,et al.  Salespeople satisfaction and performance feedback , 1981 .

[73]  S. Piereson,et al.  In Search of Excellence: Lessons from America's Best-Run Companies. By Thomas J. Peters and Robert H. Waterman, Jr. New York: Harper & Row, 1982 , 1983 .

[74]  Andrea L. Larson.  Network Dyads in Entrepreneurial Settings: A Study of the Governance of Exchange Relationships , 1992 .

[75]  Gianni Lorenzoni,et al.  Constellations of Firms and New Ventures , 1988 .

[76]  Robert A. Peterson,et al.  The Effect of Effort on Sales Performance and Job Satisfaction , 1994 .

[77]  J. Ranta,et al.  A Conceptual Framework for the Design of Complex Automation Systems , 1984 .

[78]  M. Mazis,et al.  Perceived Age and Attractiveness of Models in Cigarette Advertisements , 1992 .

[79]  Jan B. Heide,et al.  Do Norms Matter in Marketing Relationships? , 1992 .

[80]  Shelby D. Hunt,et al.  Behavioral dimensions of channels of distribution: Review and synthesis , 1985 .

[81]  Yves L. Doz,et al.  Technology Partnerships between Larger and Smaller Firms: Some Critical Issues , 1987 .

[82]  Louis P. Bucklin,et al.  Vertical marketing systems , 1970 .

[83]  G. Bateson.  Steps to an Ecology of Mind , 1972 .

[84]  L. Stern,et al.  Interorganizational Relations In Marketing Channels , 1979 .

[85]  R. H. Waterman,et al.  In Search of Excellence , 1983 .

[86]  Michael K. Moch,et al.  How norms affect behaviors in and of corporations , 1979 .

[87]  Subrata K. Sen,et al.  Salesforce Compensation: Theory and Managerial Implications , 1989 .

[88]  Leslie A. Baxter,et al.  Root Metaphors in Accounts of Developing Romantic Relationships , 1992 .

[89]  L. Buchanan.  Vertical Trade Relationships: The Role of Dependence and Symmetry in Attaining Organizational Goals , 1992 .

[90]  R. Krauss,et al.  Communication in interpersonal bargaining. , 1966, Journal of personality and social psychology.

[91]  Patrick McGhee,et al.  Accounting for relationships : explanation, representation, and knowledge , 1987 .