A Model of Distributor Firm and Manufacturer Firm Working Partnerships

A model of distributor firm and manufacturer firm working partnerships is presented and is assessed empirically on a sample of distributor firms and a sample of manufacturer firms. A multiple-informant research method is employed. Support is found for a number of the hypothesized construct relations and, in both manufacturer firm and distributor firm models, for the respecification of cooperation as an antecedent rather than a consequence of trust. Some implications for marketing practice are discussed briefly.

[1]  L. Cronbach,et al.  Construct validity in psychological tests. , 1955, Psychological bulletin.

[2]  M. Deutsch.  Trust and suspicion , 1958 .

[3]  Morton Deutschi.  The Effect of Motivational Orientation upon Trust and Suspicion , 1960 .

[4]  D. Campbell.  Recommendations for APA test standards regarding construct, trait, or discriminant validity. , 1960 .

[5]  R. Emerson.  Power-Dependence Relations , 1962, Power in Modern Societies.

[6]  M. R. Novick,et al.  Statistical Theories of Mental Test Scores. , 1971 .

[7]  Larry J. Rosenberg,et al.  Toward the Analysis of Conflict in Distribution Channels: A Descriptive Model , 1970 .

[8]  K. Jöreskog.  Simultaneous factor analysis in several populations , 1971 .

[9]  Bert Rosenbloom,et al.  Conflict and Channel Efficiency: Some Conceptual Models for the Decision Maker , 1973 .

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

[11]  Bobby J. Calder,et al.  Focus groups and the nature of qualitative marketing research. , 1977 .

[12]  Bharat Maldé,et al.  Interpersonal relations — a theory of interdependence , 1979 .

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

[14]  P. Bentler,et al.  Significance Tests and Goodness of Fit in the Analysis of Covariance Structures , 1980 .

[15]  L. Stern,et al.  Distribution Channels as Political Economies: A Framework for Comparative Analysis , 1980 .

[16]  L. Phillips.  Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing , 1981 .

[17]  A. Tversky,et al.  The framing of decisions and the psychology of choice. , 1981, Science.

[18]  L. James.  Aggregation Bias in Estimates of Perceptual Agreement. , 1982 .

[19]  G. John,et al.  The Reliability and Validity of Key Informant Data from Dyadic Relationships in Marketing Channels , 1982 .

[20]  James C. Anderson,et al.  Some Methods for Respecifying Measurement Models to Obtain Unidimensional Construct Measurement , 1982 .

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

[22]  Gary L. Frazier.  On the Measurement of Interfirm Power in Channels of Distribution , 1983 .

[23]  L. Stern,et al.  The Environment of Marketing Channel Dyads: A Framework for Comparative Analysis , 1983 .

[24]  D. L. Gladstein.  Groups in context: A model of task group effectiveness. , 1984 .

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

[26]  Jehoshua Eliashberg,et al.  Multiple Business Goals Sets as Determinants of Marketing Channel Conflict: An Empirical Study , 1984 .

[27]  James C. Anderson,et al.  The effect of sampling error on convergence, improper solutions, and goodness-of-fit indices for maximum likelihood confirmatory factor analysis , 1984 .

[28]  James A. Narus,et al.  A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships , 1984 .

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

[30]  Gary L. Frazier,et al.  An Attitude-Behavior Framework for Distribution Channel Management , 1985 .

[31]  Dennis Bialaszewski,et al.  Perceived communication skills and resultant trust perceptions within the channel of distribution , 1985 .

[32]  Oliver P. John,et al.  It’s What You Ask and How You Ask It: An Itemmetric Analysis of Personality Questionnaires , 1986 .

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

[34]  James C. Anderson.  Toward a Better Understanding of Distribution Channel Working Relationships , 1986 .

[35]  Barton A. Weitz,et al.  Resource Allocation Behavior in Conventional Channels , 1987 .

[36]  Peter M. Bentler,et al.  Practical Issues in Structural Modeling , 1987 .

[37]  Marketing Channel Management: Strategic Planning and Tactics , 1987 .

[38]  James A. Narus,et al.  Distributor contributions to partnerships with manufacturers , 1987 .

[39]  James C. Anderson,et al.  An approach for confirmatory measurement and structural equation modeling of organizational properties , 1987 .

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

[41]  James C. Anderson,et al.  STRUCTURAL EQUATION MODELING IN PRACTICE: A REVIEW AND RECOMMENDED TWO-STEP APPROACH , 1988 .

[42]  James A. Narus,et al.  Strengthen Distributor Performance Through Channel Positioning , 1988 .

[43]  Robert E. Spekman,et al.  Just-In-Time Exchange Relationships in Industrial Markets , 1988 .

[44]  David W. Gerbing,et al.  An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment , 1988 .