A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships
- 1 September 1984
- journal article
- research article
- Published by SAGE Publications in Journal of Marketing
- Vol. 48 (4) , 62-74
- https://doi.org/10.1177/002224298404800407
Abstract
Building upon work from social exchange theory and channels of distribution, a model of distributor-manufacturer working relationships from the distributor's perspective is presented. An initial empirical test, using a structural equation methodology, provided acceptable support of the model, given some measurement limitations. Further work on modeling both perspectives of the exchange relationship is discussed.Keywords
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