Access the full text.
Sign up today, get DeepDyve free for 14 days.
Loading next page...
/lp/sage/the-effects-of-perceived-interdependence-on-dealer-attitudes-23a5NybO6F
References (43)
-
In the future, we can count on the supplier to consider how its decisions and actions will affect us -
Nirmalya Kumar, L. Scheer, J. Steenkamp (1995)
The Effects of Supplier Fairness on Vulnerable ResellersJournal of Marketing Research, 32
-
Shankar Ganesan (1994)
Determinants of Long-Term Orientation in Buyer-Seller Relationships:Journal of Marketing, 58
-
J. Rempel, J. Holmes, M. Zanna (1985)
Trust in close relationships.Journal of Personality and Social Psychology, 49
-
Jakki Mohr, J. Nevin (1990)
Communication Strategies in Marketing Channels: A Theoretical PerspectiveJournal of Marketing, 54
-
Linda Molm (1989)
Punishment Power: A Balancing Process in Power-Dependence RelationsAmerican Journal of Sociology, 94
-
(1969)
Power in Distribution Channels -
Jan Heide (1994)
Interorganizational Governance in Marketing ChannelsJournal of Marketing, 58
-
(1983)
Conflict and Power-Dependence Relations in RetailerSuplier Channels, -
Jan Heide, G. John (1988)
The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional ChannelsJournal of Marketing, 52
-
James Brown, R. Lusch, Laurie Smith (1991)
Conflict and satisfaction in an industrial channel of distributionInternational Journal of Physical Distribution & Logistics Management, 21
-
L. Buchanan (1992)
Vertical Trade Relationships: The Role of Dependence and Symmetry in Attaining Organizational GoalsJournal of Marketing Research, 29
-
K. Bollen, R. Lennox (1991)
Conventional wisdom on measurement: A structural equation perspective.Psychological Bulletin, 110
-
James Anderson, D. Gerbing (1988)
STRUCTURAL EQUATION MODELING IN PRACTICE: A REVIEW AND RECOMMENDED TWO-STEP APPROACHPsychological Bulletin, 103
-
E. Bardi, M. Tracey (1991)
Transportation Outsourcing: A Survey of US PracticesInternational Journal of Physical Distribution & Logistics Management, 21
-
Gary Frazier (1983)
On the Measurement of Interfirm Power in Channels of DistributionJournal of Marketing Research, 20
-
E. Anderson, Barton Weitz (1992)
The Use of Pledges to Build and Sustain Commitment in Distribution ChannelsJournal of Marketing Research, 29
-
L. Scheer, L. Stern (1992)
The Effect of Influence Type and Performance Outcomes on Attitude toward the InfluencerJournal of Marketing Research, 29
-
K. Bollen (1989)
Structural Equations with Latent Variables -
J. Himes (1980)
Conflict and Conflict Management -
K. Cook, R. Emerson (1978)
Power, Equity and Commitment in Exchange NetworksAmerican Sociological Review, 43
-
E. Lawler (1992)
Power Processes in BargainingSociological Quarterly, 33
-
F. Dwyer, Sejo Oh (1987)
Output Sector Munificence Effects on the Internal Political Economy of Marketing ChannelsJournal of Marketing Research, 24
-
E. Lawler, Samuel Bacharach (1987)
Comparison of Dependence and Punitive Forms of PowerSocial Forces, 66
-
R. Larzelere, T. Huston (1980)
The Dyadic Trust Scale: Toward Understanding Interpersonal Trust in Close Relationships.Journal of Marriage and Family, 42
-
M. Deutsch (1958)
Trust and suspicionJournal of Conflict Resolution, 2
-
J. Tedeschi, Samuel Bacharach, E. Lawler (1983)
Bargaining: Power, Tactics, and Outcomes.Social Forces, 62
-
J. Armstrong, Terry Overton (1977)
Estimating Nonresponse Bias in Mail SurveysJournal of Marketing Research, 14
-
When we share our problems with the supplier, we know that it will respond with understanding -
Nirmalya Kumar, L. Stern, James Anderson (1993)
Conducting Interorganizational Research Using Key InformantsAcademy of Management Journal, 36
-
Gary Frazier, J. Gill, S. Kale (1989)
Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing CountryJournal of Marketing, 53
-
John Meyer, Natalie Allen (1984)
Testing the "Side-Bet Theory" of Organizational Commitment: Some Methodological ConsiderationsJournal of Applied Psychology, 69
-
T. Noordewier, G. John, J. Nevin (1990)
Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor RelationshipsJournal of Marketing, 54
-
James Anderson, James Narus (1990)
A Model of Distributor Firm and Manufacturer Firm Working PartnershipsJournal of Marketing, 54
-
Gary Frazier, Raymond Rody (1991)
The Use of Influence Strategies in Interfirm Relationships in Industrial Product ChannelsJournal of Marketing, 55
-
When it comes to things that are important to us, we can depend on the supplier's support -
L. Stern, T. Reve (1980)
Distribution Channels as Political Economies: A Framework for Comparative AnalysisJournal of Marketing, 44
-
L. Phillips (1981)
Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in MarketingJournal of Marketing Research, 18
-
When making important decisions, the supplier is concerned about our welfare -
E. Anderson, Barton Weitz (1989)
Determinants of Continuity in Conventional Industrial Channel DyadsMarketing Science, 8
-
(1984)
Econometric Methods, 3d ed -
E. Lawler, Rebecca Ford, M. Blegen (1988)
Coercive Capability in Conflict: A Test of Bilateral Deterrence Versus Conflict Spiral TheorySocial Psychology Quarterly, 51
-
Though circumstances change, we believe that the supplier will be ready and willing to offer us assistance and support
- Publisher
- SAGE
- Copyright
- © 1995 American Marketing Association
- ISSN
- 0022-2437
- eISSN
- 1547-7193
- DOI
- 10.1177/002224379503200309
- Publisher site
- See Article on Publisher Site
Abstract
Channels research has consistently argued that asymmetric channel relationships are more dysfunctional than those characterized by symmetric interdependence. The authors propose that the degree of both interdependence asymmetry and total interdependence affect the level of interfirm conflict, trust, and commitment. Using survey data from automobile dealers, they demonstrate that, with increasing interdependence asymmetry, the dealer's trust in and commitment to the supplier decline while interfirm conflict increases. In addition, they demonstrate that relationships with greater total interdependence exhibit higher trust, stronger commitment, and lower conflict than relationships with lower interdependence. The effects on conflict are consistent with those predicted by bilateral deterrence theory, and the effects on trust and commitment are in accord with the authors’ bilateral convergence predictions.
Journal
Journal of Marketing Research – SAGE
Published: Aug 1, 1995