Exchange Relationships and Interfirm Power in Channels of Distribution

Achrol, Ravi S. , Torger Reve , and Louis Stem . 1983. "The Environment of Marketing Channel Dyads: A Framework for Comparative Analysis." Journal of Marketing 47 (Fall): 55-67.

Anderson, Erin and Barton Weitz . 1992. "The Use of Pledges to Build and Sustain Commitment in Distribution Channels." Journal of Marketing Research 29 (February): 18-34.

Anderson, James C. and James A. Narus . 1984. "A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships." Journal of Marketing 48 (Fall): 62-74.

Anderson, James C. and James A. Narus . 1991. "Partnering as a Focused Market Strategy." California Management Review 33 (Spring): 95-113.

Anderson, James C. , Håkan Håkansson , and Jan Johanson . 1994. "Dyadic Business Relationships Within a Business Network Context." Journal of Marketing 58 (October): 1-15.

Dwyer, F. Robert , Paul H. Schurr , and Sejo Oh . 1987. "Developing Buyer-Seller Relationships." Journal of Marketing 51 (April): 11-27.

Etgar, Michael . 1977. "Channel Environment and Channel Leadership." Journal of Marketing Research 14 (February): 69-76.

Frazier, Gary . 1984. "The Interfirm Power-Influence Process Within a Marketing Channel." In Research in Marketing Vol. 7. Ed. Jagdish Sheth . Greenwich, CT: JAI.

Frazier, Gary and Raymond C. Rhody . 1991. "The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels." Journal of Marketing 55 (January): 52-69.

Frazier, Gary , James D. Gill , and Sudhir H. Kale . 1989. "Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country." Journal of Marketing 53 (January): 50-69.

Gaski, John . 1984. "The Theory of Power and Conflict in Channels of Distribution." Journal of Marketing 48 (Summer): 9-29.

Gundlach, Gregory and Ernest Cadotte . 1994. "Exchange Interdependence and Interfirm Interaction: Research in a Simulated Channel Setting." Journal of Marketing Research 31 (November): 516-532.

Heide, Jan . 1994. "Interorganizational Governance in Marketing Channels." Journal of Marketing 58 (January): 71-85.

Heide, Jan and George John . 1992. "Do Norms Matter in Marketing Relationships?" Journal of Marketing 56 (April): 32-44.

Helm, Leslie . 1995. "Travel Agents Hit Turbulence." Los Angeles Times February 25, pp. A1, A24.

Mallen, Bruce . 1973. "Functional Spin-off: A Key to Anticipating Change in Distribution Structure." Journal of Marketing 37 (July): 18-25.

Mohr, Jakki and John R. Nevin . 1990. "Communication Strategies in Marketing Channels: a Theoretical Perspective." Journal of Marketing 54 (October): 36-51.

Pfeffer, Jeffrey and Gerald R. Salancik . 1978. The External Control of Organizations: A Resource Dependence Perspective. New York: Harper & Row.

Power, Gavin . 1995. "Manufacturers Turn Merchants." San Francisco Chronicle March 15, pp. B1, B2.

Scherer, Frederic M. 1980. Industrial Market Structure and Economic Performance. Chicago: Rand McNally.

Schreibman, J. L. 1994. "Upfront." The Wholesaler 49 (February): 5, 16.

Stern, Louis W. and Torger Reve . 1980. "Distribution Channels as Political Economies: A Framework for Comparative Analysis." Journal of Marketing 47 (Fall): 55-67.

Webster, Frederick E. 1992. "The Changing Role of Marketing in the Corporation." Journal of Marketing 56 (October): 1-17.

Weitz, Barton A. and Sandy D. Jap . 1995. "Relationship Marketing and Distribution Channels." Journal of the Academy of Marketing Science 23 (4): 305-320.