A Model of Distributor Firm and Manufacturer Firm Working Partnerships
Open Access
- 1 January 1990
- journal article
- research article
- Published by SAGE Publications in Journal of Marketing
- Vol. 54 (1) , 42-58
- https://doi.org/10.1177/002224299005400103
Abstract
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.Keywords
This publication has 42 references indexed in Scilit:
- Structural equation modeling in practice: A review and recommended two-step approach.Psychological Bulletin, 1988
- Practical Issues in Structural ModelingSociological Methods & Research, 1987
- Groups in Context: A Model of Task Group EffectivenessAdministrative Science Quarterly, 1984
- Aggregation bias in estimates of perceptual agreement.Journal of Applied Psychology, 1982
- Expansion of ExchangeJournal of Conflict Resolution, 1979
- Conflict and Channel Efficiency: Some Conceptual Models for the Decision MakerJournal of Marketing, 1973
- Power-Dependence RelationsAmerican Sociological Review, 1962
- The Effect of Motivational Orientation upon Trust and SuspicionHuman Relations, 1960
- Trust and suspicionJournal of Conflict Resolution, 1958
- Construct validity in psychological tests.Psychological Bulletin, 1955