Access the full text.
Sign up today, get DeepDyve free for 14 days.
D. Canary, W. Cupach (1988)
Relational and Episodic Characteristics Associated with Conflict TacticsJournal of Social and Personal Relationships, 5
Charles Perrow, A. H. V. d. Ven, W. F. Joyce (1981)
Markets, Hierarchies, and HegemonyPerspectives on Organization Design and Behavior
R. Morgan, S. Hunt (1994)
The Commitment-Trust Theory of Relationship MarketingJournal of Marketing, 58
Dean G. Pruitt, S. A. Lewis, D. Druckman (1977)
The Psychology of Integrative BargainingNegotiations: A Social Psychological Perspective
M. Bergen, S. Dutta, O. Walker (1992)
Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related TheoriesJournal of Marketing, 56
B. Mallen (1973)
Functional Spin-Off: A Key to Anticipating Change in Distribution StructureJournal of Marketing, 37
Gordon Walker (1988)
Network Analysis for Cooperative Interfirm Relationships
L. Bucklin (1970)
Vertical marketing systems
(1979)
Organizational Conflict." In Organization Behavior
Jan Heide (1994)
Interorganizational Governance in Marketing ChannelsJournal of Marketing, 58
L. Baxter, William Wilmot (1985)
Taboo Topics in Close RelationshipsJournal of Social and Personal Relationships, 2
Jan Heide, G. John (1988)
The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional ChannelsJournal of Marketing, 52
H. Håkansson, J. Johanson (1988)
Formal and Informal Cooperation Strategies in International Industrial Networks
S. Duck (1994)
The Dynamics of Relationships
B. Williams (1967)
The new social contract
J. Villas-Boas (1994)
Sleeping with the Enemy: Should Competitors Share the Same Advertising Agency?Marketing Science, 13
Ian Maitland, J. Bryson, A. Ven (1985)
Sociologists, Economists, and OpportunismAcademy of Management Review, 10
Steven Brown, R. Peterson (1994)
The Effect of Effort on Sales Performance and Job SatisfactionJournal of Marketing, 58
Gregory Bateson (1972)
Steps to an Ecology of Mind
Jan Heide, G. John (1992)
Do Norms Matter in Marketing Relationships?Journal of Marketing, 56
(1970)
Perspectives on Distribution Programming.
Richard Osborn, Patrick Connor (1982)
Handbook of Organizational Design. Vol. 1: Adapting Organizations to Their Environments.Academy of Management Review, 7
Dale Zand (1972)
Trust and Managerial Problem SolvingAdministrative Science Quarterly, 17
Mark Granovetter (1985)
Economic Action and Social Structure: The Problem of EmbeddednessAmerican Journal of Sociology, 91
Peter Wyden (1970)
The Intimate EnemyMental Health, 29
Dennis Bialaszewski, Michael Giallourakis (1985)
Perceived communication skills and resultant trust perceptions within the channel of distributionJournal of the Academy of Marketing Science, 13
Tamar Katriel, Gerry Philipsen (1981)
“What we need is communication”: “Communication” as a cultural category in some American speechCommunication Monographs, 48
W. Dugger (1987)
The Economic Institutions of CapitalismJournal of Economic Issues, 21
R. Shapiro, J. Byrnes (1992)
Intercompany Operating Ties: Unlocking the Value in Channel Restructuring
Y. Doz (1987)
Technology Partnerships between Larger and Smaller Firms: Some Critical IssuesInternational Studies of Management and Organization, 17
C. Berger, R. Calabrese (1975)
SOME EXPLORATIONS IN INITIAL INTERACTION AND BEYOND: TOWARD A DEVELOPMENTAL THEORY OF INTERPERSONAL COMMUNICATIONHuman Communication Research, 1
S. Duck (1994)
Meaningful relationships : talking, sense, and relating
Evan Anderson, Barton Weitz (1992)
The Use of Pledges to Build and Sustain Commitment in
Francine Lafontaine (1992)
Agency Theory and Franchising: Some Empirical ResultsThe RAND Journal of Economics, 23
E. Anderson, Barton Weitz (1989)
Determinants of Continuity in Conventional Industrial Channel DyadsMarketing Science, 8
Gary Frazier, John Summers (1986)
Perceptions of Interfirm Power and its use within a Franchise Channel of DistributionJournal of Marketing Research, 23
Jeffrey Bradach, R. Eccles (1989)
Price, Authority, and Trust: From Ideal Types to Plural FormsReview of Sociology, 15
M. Kimmel, D. Pruitt, J. Magenau, Ellen Konar-Goldband, P. Carnevale (1980)
Effects of trust, aspiration, and gender on negotiation tactics.Journal of Personality and Social Psychology, 38
Michael Albright (1988)
A conceptual framework for the design and delivery of a university-level credit course by communications satellite
Shankar Ganesan (1994)
Determinants of Long-Term Orientation in Buyer-Seller Relationships:Journal of Marketing, 58
Torger Reve, Louis Stern (1979)
Interorganizational Relationships in Marketing ChannelsAcademy of Management Review, 4
P. Schurr, J. Ozanne (1985)
Influences on exchange processes: Buyers' preconceptions of a seller's trustworthiness and bargaining toughness.Journal of Consumer Research, 11
(1979)
Beyond Initial Interaction: Uncertainty, Understanding, and the Development of Interpersonal Relationships.
Erin Anderson, Barton Weitz (1986)
Make-Or-Buy Decisions: Vertical Integration and Market ProductivitySloan Management Review, 27
(1994)
Overview of Industry Changes." Paper pre
M. Moch, S. Seashore (1979)
How norms affect behaviors in and of corporations
W. Ouchi (1979)
A Conceptual Framework for the Design of Organizational Control MechanismsManagement Science, 25
(1988)
Network Analysis for Cooperative Interfmn
R. Lal (1990)
Improving Channel Coordination Through FranchisingMarketing Science, 9
M. Clark, J. Mills (1979)
Interpersonal attraction in exchange and communal relationships.Journal of Personality and Social Psychology, 37
Joel Goldberg, T. Peters, Robert join (1983)
In Search of Excellence, 7
Leonard Hawes, D. Smith (1973)
A critique of assumptions underlying the study of communication in conflictQuarterly Journal of Speech, 59
Jan Heide, George John (1992)
Do Norms Matter in Marketing Relationship?Journal of Marketing, 56
R. Bell, J. Daly (1984)
The affinity-seeking function of communicationCommunication Monographs, 51
Dean G. Pruitt, M. J. Kimmel, S. Britton, Peter J. D. Carnevale, J. M. Magenau, J. Peragallo, P. Engram, H. Sauermann (1978)
The Effect of Accountability and Surveillance on Integrative BargainingBargaining Behavior
R. Teas, J. Horrell (1981)
Salespeople satisfaction and performance feedbackIndustrial Marketing Management, 10
(1980)
A Critique of Janis' Theory of Groupthink.
M. Mazis, D. Ringold, Elgin Perry, D. Denman (1992)
Perceived Age and Attractiveness of Models in Cigarette AdvertisementsJournal of Marketing, 56
T. Reve, L. Stern (1979)
Interorganizational Relations In Marketing ChannelsAcademy of Management Review, 4
A. Coughlan, Subrata Sen (1989)
Salesforce Compensation: Theory and Managerial ImplicationsMarketing Science, 8
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
Gary Frazier, John Summers (1984)
Interfirm Influence Strategies and Their Application within Distribution ChannelsJournal of Marketing, 48
C. Oliver (1990)
Determinants of Interorganizational Relationships: Integration and Future DirectionsAcademy of Management Review, 15
A. Ven (1976)
On the Nature, Formation, and Maintenance of Relations Among OrganizationsAcademy of Management Review, 1
P. Callero, C. Berger, J. Bradac (1984)
Language and social knowledge: Uncertainty in interpersonal relations
J. Gibbs (1981)
Norms, Deviance, and Social Control: Conceptual Matters
Fred Luconi, T. Malone, M. Morton (1986)
Expert systems: the next challenge for managers
W. Owen (1984)
Interpretive themes in relational communicationQuarterly Journal of Speech, 70
O. Williamson (1983)
Credible Commitments: Using Hostages to Support ExchangeThe American Economic Review, 73
G. John, Barton Weitz (1989)
Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive CompensationJournal of Marketing Research, 26
E. Zajac, Cyrus Olsen (1993)
FROM TRANSACTION COST TO TRANSACTIONAL VALUE ANALYSIS: IMPLICATIONS FOR THE STUDY OF INTERORGANIZATIONAL STRATEGIES*Journal of Management Studies, 30
J. Gaski (1984)
The Theory of Power and Conflict in Channels of DistributionJournal of Marketing, 48
Gary Frazier, James Gill, Sudhir Kale (1989)
Dealer Dependence Levels and Reciprocal Action in a Channel of Distribution in a Developing CountryJournal of Marketing, 53
Michael Etgar (1976)
Channel Domination and Countervailing Power in Distributive ChannelsJournal of Marketing Research, 13
P. Ring, A. Ven (1994)
Developmental Processes of Cooperative Interorganizational RelationshipsAcademy of Management Review, 19
M. Fitzpatrick (1988)
Between husbands & wives: Communication in marriage.
Maurice Nelles (1958)
Make-or-Buy DecisionsResearch management, 1
S. Hunt, Nina Ray, R. Wood (1985)
Behavioral dimensions of channels of distribution: Review and synthesisJournal of the Academy of Marketing Science, 13
Gianni Lorenzoni, O. Ornati (1988)
Constellations of Firms and New VenturesJournal of Business Venturing, 3
J. Workman (1993)
Marketing's Limited Role in New Product Development in One Computer Systems FirmJournal of Marketing Research, 30
L. Buchanan (1992)
Vertical Trade Relationships: The Role of Dependence and Symmetry in Attaining Organizational GoalsJournal of Marketing Research, 29
Jan Heide, G. John (1990)
ALLIANCES IN INDUSTRIAL PURCHASING - THE DETERMINANTS OF JOINT ACTION IN BUYER-SUPPLIER RELATIONSHIPSJournal of Marketing Research, 27
Michael Etgar (1979)
Channel Domination and Countervailing Power in Distribution ChannelsJournal of Marketing Research, 13
Charles R. Berger, R. R. Gardner, M. R. Parks, L. Schulman, Gerald R. Miller, G. R. Miller (1976)
Interpersonal Epistemology and Interpersonal CommunicationExplorations in Interpersonal Communication
(1977)
' ` The Psychology of Integrative Bargaining . " In Negotiations : A Social Psychological Perspective
Peter Ring, Andrew Van de Ven (1994)
Development of Processes of Cooperative Interorganizational RelationshipsAcademy of Management Review, 19
Gary Frazier (1983)
Interorganizational Exchange Behavior in Marketing Channels: A Broadened PerspectiveJournal of Marketing, 47
John. Workman (1993)
405–21.
F. Dwyer, P. Schurr, Sejo Oh (1987)
Developing Buyer-Seller Relationships:Journal of Marketing, 51
L. Baxter, William Wilmot (1984)
“Secret Tests”Social Strategies for Acquiring Information About the State of the RelationshipHuman Communication Research, 11
Ros Burnett, P. McGhee, D. Clarke (1987)
Accounting for relationships : explanation, representation, and knowledge
James Anderson, James Narus (1990)
A Model of Distributor Firm and Manufacturer Firm Working PartnershipsJournal of Marketing, 54
S. Helper, D. Levine (1992)
Long-Term Supplier Relations and Product-Market StructureJournal of Law Economics & Organization, 8
Mark Bergen, Shantaneau Dutta, Orville Walker (1992)
Agency Relationships in Marketing: A Review of the Implications and Applications in Agency Related TheoriesJournal of Marketing, 56
M. Berger, G. Bach, Peter Wyden (1969)
The Intimate EnemyThe Family Coordinator, 18
Gary Frazier, John Summers (1984)
Interfirm Influence Strategies and Their Applications Within Distribution ChannelsJournal of Marketing, 48
A. Lott, B. Lott (1965)
Group cohesiveness as interpersonal attraction: a review of relationships with antecedent and consequent variables.Psychological bulletin, 64 4
John Shotter, R. Burnett, P. McGhee, D. Clarke (1987)
The Social Construction of an ‘Us’: Problems of Accountability and NarratologyAccounting for Relationships: Explanation, Representation, and Knowledge
M. Deutsch (1974)
The Resolution of ConflictConstructive and Destructive ProcessesAmerican Behavioral Scientist
H. Braiker, H. Kelley (1979)
5 – Conflict in the Development of Close Relationships1
R. Achrol, L. Stern (1988)
Environmental Determinants of Decision-Making Uncertainty in Marketing ChannelsJournal of Marketing Research, 25
D. Miell, S. Duck (1986)
Strategies In Developing Friendships
D. Jones (1942)
A New Social ContractNature, 150
Andrew Van de Ven (1976)
On the Nature, Formation, and maintenance of Relationships Among OrganizationsAcademy of Management Review, 1
R. Krauss, M. Deutsch (1966)
Communication in interpersonal bargaining.Journal of personality and social psychology, 4 5
(1984)
" When You ' re Down and Troubled . . . Have You Got a Friend ? Effects of Cognitive and Motivational Factors on Spontaneous Comforting in a Quasi - Natural Situation
L. Baxter (1992)
Root Metaphors in Accounts of Developing Romantic RelationshipsJournal of Social and Personal Relationships, 9
E. Anderson, Barton Weitz (1992)
The Use of Pledges to Build and Sustain Commitment in Distribution ChannelsJournal of Marketing Research, 29
C. Moorman, G. Zaltman, Rohit Deshpandé (1992)
Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between OrganizationsJournal of Marketing Research, 29
Andrea Larson (1992)
Network Dyads in Entrepreneurial Settings: A Study of the Governance of Exchange RelationshipsAdministrative Science Quarterly, 37
John Clarr (1990)
Cooperative Strategies in International BusinessJournal of International Business Studies, 21
(1973)
Social Penetration: The DevelopmentoflnterpersonaIRelations
Gary Frazier, Raymond Rody (1991)
The Use of Influence Strategies in Interfirm Relationships in Industrial Product ChannelsJournal of Marketing, 55
George John, Barton Weitz (1989)
Salesforce Compensation: An Empirical Investigation of Factors Related to the Use of Salary vs. Incentive CompensationJournal of Marketing Research, 26
Rohit Deshpandé, F. Webster (1989)
Organizational Culture and Marketing: Defining the Research AgendaJournal of Marketing, 53
Stephen Piereson (1983)
In Search of Excellence: Lessons from America's Best-Run Companies. By Thomas J. Peters and Robert H. Waterman, Jr. New York: Harper & Row, 1982NASSP Bulletin, 67
J. Thibaut, C. Faucheux (1965)
The development of contractual norms in a bargaining situation under two types of stressJournal of Experimental Social Psychology, 1
Shankar Ganesan (1993)
Negotiation Strategies and the Nature of Channel RelationshipsJournal of Marketing Research, 30
The interest of practitioners and academics in channel relationship management has shifted from corporate channel structures and relationships in conventional channels governed by use of power to relationships between independent firms involving contractual and normative control mechanisms. In this article, we identify several factors leading to this change of interest, propose a scheme for classifying channel relationship research based on control mechanisms, and suggest areas for future research involving the use of contractual and normative control mechanisms in conventional channel relationships.
Journal of the Academy of Marketing Science – Springer Journals
Published: Sep 1, 1995
Keywords: Distribution Channel; Contractual Term; Channel Member; Channel Management; Market Science Fall
Read and print from thousands of top scholarly journals.
Already have an account? Log in
Bookmark this article. You can see your Bookmarks on your DeepDyve Library.
To save an article, log in first, or sign up for a DeepDyve account if you don’t already have one.
Copy and paste the desired citation format or use the link below to download a file formatted for EndNote
Access the full text.
Sign up today, get DeepDyve free for 14 days.
All DeepDyve websites use cookies to improve your online experience. They were placed on your computer when you launched this website. You can change your cookie settings through your browser.