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.
Get full access to this article
View all access options for this article.
References
1.
AchrolRavi S., ReveTorger, and SternLouis (1983), “The Environment of Marketing Channel Dyads: A Framework for Comparative Analysis,”Journal of Marketing, 47 (Fall), 55–67.
2.
AngleitnerAlois, JohnOliver P., and LohrFranz-Josef (1986), “It's What You Ask and How You Ask It: An Itemmetric Analysis of Personality Questionnaires,” in Personality Assessment via Questionnaires, AngleitnerA., and WigginsJ. S., eds. Berlin: Springer-Verlag, 61–108.
3.
AndersonErin, LodishLeonard M., and WeitzBarton A. (1987), “Resource Allocation Behavior in Conventional Channels,”Journal of Marketing Research, 24 (February), 254–62.
4.
AndersonJames C. (1987), “An Approach for Confirmatory Measurement and Structural Equation Modeling of Organizational Properties,”Management Science, 33 (April), 525–41.
5.
AndersonJames C., and GerbingDavid W. (1982), “Some Methods for Respecifying Measurement Models to Obtain Unidimensional Construct Measurement,”Journal of Marketing Research, 19 (November), 453–60.
6.
AndersonJames C., and GerbingDavid W. (1984), “The Effect of Sampling Error on Convergence, Improper Solutions, and Goodness-of-Fit Indices for Maximum Likelihood Confirmatory Factor Analysis,”Psychometrika, 49 (June), 155–73.
7.
AndersonJames C., and GerbingDavid W. (1988), “Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach,”Psychological Bulletin, 103 (May), 411–23.
8.
AndersonJames C., and NarusJames A. (1984), “A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships,”Journal of Marketing, 48 (Fall), 62–74.
9.
AndersonJames C., and NarusJames A. (1986), “Toward a Better Understanding of Distribution Channel Working Relationships,” in Industrial Marketing: A German-American Perspective, BackhausK., and WilsonD., eds. Berlin: Springer-Verlag, Inc., 320–36.
10.
Arthur Andersen & Co. (1987), Facing the Forces of Change: Beyond Future Trends in Wholesale Distribution.Washington, DC: Distribution Research and Education Foundation.
11.
BenderP. M., and BonettD. G. (1980), “Significance Tests and Goodness-of-Fit in the Analysis of Covariance Structures,”Psychological Bulletin, 33 (May), 588–606.
12.
BenderP. M., and ChouChih-Ping (1987), “Practical Issues in Structural Modeling,”Sociological Methods & Research, 16 (August), 78–117.
13.
BialaszewskiDennis, and GiallourakisMichael (1985), “Perceived Communication Skills and Resultant Trust Perceptions Within the Channel of Distribution,”Journal of the Academy of Marketing Science, 13 (Spring), 206–17.
14.
CadotteErnest R., and SternLouis W. (1979), “A Process Model of Interorganizational Relations in Marketing Channels,” in Research in Marketing, 2, ShethJagdish N., ed. Greenwich, CT: JAI Press, Inc., 127–58.
15.
CalderBobby J. (1977), “Focus Groups and the Nature of Qualitative Marketing Research,”Journal of Marketing Research, 14 (August), 353–64.
16.
CampbellDonald T. (1960), “Recommendations for APA Test Standards Regarding Construct, Trait, or Discriminant Validity,”American Psychologist, 15, 546–53.
17.
CronbachLee J., and MeehlPaul E. (1955), “Construct Validity in Psychological Tests,”Psychological Bulletin, 52 (July), 281–302.
18.
DeutschMorton (1958), “Trust and Suspicion,”Conflict Resolution, 11 (December), 265–79.
19.
DeutschMorton (1960), “The Effect of Motivational Orientation Upon Trust and Suspicion,”Human Relations, 13 (May), 123–39.
20.
DeutschMorton (1962), “Cooperation and Trust: Some Theoretical Notes,” in Nebraska Symposium on Motivation, 10, JonesM. R., ed. Omaha: University of Nebraska Press, 275–319.
21.
DwyerF. Robert (1980), “Channel-Member Satisfaction: Laboratory Insights,”Journal of Retailing, 56 (Summer), 45–65.
22.
DwyerF. Robert, and LagaceRosemary R. (1986), “On the Nature and Role of Buyer-Seller Trust,” in AMA Summer Educators’ Conference Proceedings, Series 52, ShimpTerence., eds. Chicago: American Marketing Association, 40–5.
23.
DwyerF. Robert, SchurrPaul H., and OhSejo (1987), “Developing Buyer-Seller Relationships,”Journal of Marketing, 51 (April), 11–27.
24.
EliashbergJehoshua, and MichieDonald A. (1984), “Multiple Business Goals Sets as Determinants of Marketing Channel Conflict: An Empirical Study,”Journal of Marketing Research, 21 (February), 75–88.
25.
EmersonRichard M. (1962), “Power-Dependence Relations,”American Sociological Review, 27 (February), 31–41.
26.
EtgarMichael (1976), “Channel Domination and Countervailing Power in Distribution Channels,”Journal of Marketing Research, 13 (August), 254–62.
27.
FrazierGary L. (1983a), “Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective,”Journal of Marketing, 47 (Fall), 68–78.
28.
FrazierGary L. (1983b), “On the Measurement of Interfirm Power in Channels of Distribution,”Journal of Marketing Research, 20 (May), 158–66.
29.
FrazierGary L., and ShethJagdish N. (1985), “An Attitude-Behavior Framework for Distribution Channel Management,”Journal of Marketing, 49 (Summer), 38–48.
30.
FrazierGary L., SpekmanRobert E., and O'NealCharles R. (1988), “Just-in-Time Exchange Relationships in Industrial Markets,”Journal of Marketing, 52 (October), 52–67.
31.
FrazierGary L., and SummersJohn O. (1984), “Interfirm Influence Strategies and Their Application Within Distribution Channels,”Journal of Marketing, 48 (Summer), 43–55.
32.
FrazierGary L., and SummersJohn O. (1986), “Perceptions of Interfirm Power and Its Use Within a Franchise Channel of Distribution,”Journal of Marketing Research, 23 (May), 169–76.
33.
HardyKenneth G., and MagrathAllan J. (1988), Marketing Channel Management: Strategic Planning and Tactics.Glenview, IL: Scott, Foresman and Company.
34.
HeideJan B., and JohnGeorge (1988), “The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels,”Journal of Marketing, 52 (January), 20–35.
35.
GaskiJohn F. (1984), “The Theory of Power and Conflict in Channels of Distribution,”Journal of Marketing, 48 (Summer), 9–29.
36.
GerbingDavid W., and AndersonJames C. (1988), “An Updated Paradigm for Scale Development Incorporating Unidimensionality and Its Assessment,”Journal of Marketing Research, 25 (May), 186–92.
37.
GladsteinDebra L. (1984), “Groups in Context: A Model of Task Group Effectiveness,”Administrative Science Quarterly, 29 (December), 499–517.
38.
JacobsBruce A. (1985), “Tell It to Bob,”Industry Week, 226 (September 16), 62–3.
39.
JamesLawrence R. (1982), “Aggregation Bias in Estimates of Perceptual Agreement,”Journal of Applied Psychology, 67 (May), 219–29.
40.
JohnGeorge, and ReveTorger (1982), “The Reliability and Validity of Key Informant Data From Dyadic Relationships in Marketing Channels,”Journal of Marketing Research, 19 (January), 517–24.
41.
JöreskogK. G. (1971), “Simultaneous Factor Analysis in Several Populations,”Psychometrika, 36 (December), 409–26.
42.
JöreskogK. G., and SörbomDag (1984), LISREL VI: Analysis of Linear Structural Relationships by the Method of Maximum Likelihood.Chicago: National Educational Resources, Inc.
43.
KelleyH. H., and ThibautJ. W. (1978), Interpersonal Relations: A Theory of Interdependence.New York: John Wiley & Sons, Inc.
44.
LordFrederic M., and NovickMelvin R. (1968), Statistical Theories of Mental Test Scores.Reading, MA: Addison-Wesley Publishing Company.
45.
MallenBruce (1963), “A Theory of Retailer-Supplier Conflict, Control and Cooperation,”Journal of Retailing, 39 (Summer), 24–32, 51–2.
46.
MatthewsByron A., and ShimoffEliot (1979), “Expansion of Exchange: Monitoring Trust Levels in Ongoing Exchange Relations,”Journal of Conflict Resolution, 23 (September), 538–60.
47.
NarusJames A., and AndersonJames C. (1987), “Distribution Contributions to Partnerships With Manufacturers,”Business Horizons, 30 (September-October), 34–42.
48.
NarusJames A., and AndersonJames C. (1988), “Strengthen Distributor Performance Through Channel Positioning,”Sloan Management Review, 31 (Winter), 31–40.
49.
PhillipsLynn W. (1981), “Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing,”Journal of Marketing Research, 18 (November), 395–415.
50.
ReveTorger, and SternLouis W. (1979), “Interorganizational Relations in Marketing Channels,”Academy of Management Review, 4 (3), 405–16.
51.
RobicheauxRobert A., and El-AnsaryAdel I. (1976), “A General Model for Understanding Channel Member Behavior,”Journal of Retailing, 52 (Winter), 13–30, 93–4.
52.
RosenbergLarry J., and SternLouis W. (1970), “Toward the Analysis of Conflict in Distribution Channels: A Descriptive Model,”Journal of Marketing, 34 (October), 40–6.
53.
RosenbloomBert (1973), “Conflict and Channel Efficiency: Some Conceptual Models for the Decision Maker,”Journal of Marketing, 37 (July), 26–30.
54.
SibleyStanley D., and MichieDonald A. (1982), “An Exploratory Investigation of Cooperation in a Franchise Channel,”Journal of Retailing, 58 (Winter), 23–45.
55.
SternLouis W., and ReveTorger (1980), “Distribution Channels as Political Economies: A Framework for Comparative Analysis,”Journal of Marketing, 44 (Summer), 52–64.
56.
ThibautJohn W., and KelleyHarold (1959), The Social Psychology of Groups.New York: John Wiley & Sons, Inc.
57.
TverskyAmos, and KahnemanDaniel (1981), “The Framing of Decisions and the Psychology of Choice,”Science, 211 (January), 453–8.
58.
WilkinsonIan F. (1979), “Power and Satisfaction in Channels of Distribution,”Journal of Retailing, 55 (Summer), 79–94.
