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Management
A Model of Distributor Firm and Manufacturer Firm Working Partnerships
Author(s): James C. Anderson and James A. Narus
Source: Journal of Marketing, Vol. 54, No. 1 (Jan., 1990), pp. 42-58
Published by: American Marketing Association
Stable URL: http://www.jstor.org/stable/1252172 .
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James C. Anderson & James A. Narus

A

Model of DistributorFirm and Manufacturer
Firm

Working Partnerships
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. M

ARKETPLACE trends have underscored the need for a better understanding of working partnerships between manufacturer firms and distributor firms. Sales through wholesaler-distributors have been growing at a rate faster than the U.S.



References: Achrol, Ravi S., Torger Reve, and Louis Stern (1983), "The Environment of Marketing Channel Dyads: A Framework Angleitner, Alois, Oliver P. John, and Franz-JosefLohr (1986), "It 's What You Ask and How You Ask It: An Itemmetric Anderson, Erin, Leonard M. Lodish, and Barton A. Weitz (1987), "Resource Allocation Behavior in Conventional Anderson, James C. (1987), "An Approach for Confirmatory Measurement and Structural Equation Modeling of Organizational Properties," Management Science, 33 (April), and David W. Gerbing (1982), "Some Methods for Respecifying Measurement Models to Obtain Unidimensional Construct Measurement," Journal of Marketing Research, 19 (November), 453-60. and (1984), "The Effect of Sampling Er- and (1988), "Structural Equation Modeling in Practice: A Review and Recommended Two-Step and James A. Narus (1984), "A Model of the Distributor 's Perspective of Distributor-Manufacturer Working and (1986), "Toward a Better Understanding of Distribution Channel Working Relationships," Arthur Andersen & Co. (1987), Facing the Forces of Change: Beyond Future Trends in Wholesale Distribution Bentler, P. M. and D. G. Bonett (1980), "Significance Tests and Goodness-of-Fit in the Analysis of Covariance Structures," Psychological Bulletin, 33 (May), 588-606. and Chih-Ping Chou (1987), "Practical Issues in Structural Modeling," Sociological Methods & Research, Bialaszewski, Dennis and Michael Giallourakis (1985), "Perceived Communication Skills and Resultant Trust Perceptions Within the Channel of Distribution," Journal of the Academy of Marketing Science, 13 (Spring), 206-17. Cadotte, Ernest R. and Louis W. Stern (1979), "A Process Model of InterorganizationalRelations in Marketing Channels," in Research in Marketing, 2, Jagdish N Calder, Bobby J. (1977), "Focus Groups and the Nature of Qualitative Marketing Research," Journal of Marketing Research, 14 (August), 353-64. Campbell, Donald T. (1960), "Recommendationsfor APA Test Standards Regarding Construct, Trait, or Discriminant Validity," American Psychologist, 15, 546-53. Cronbach, Lee J. and Paul E. Meehl (1955), "Construct Validity in Psychological Tests," Psychological Bulletin, 52 (July), 281-302. Deutsch, Morton (1958), "Trustand Suspicion," Conflict Resolution, 11 (December), 265-79. (1960), "The Effect of MotivationalOrientationUpon Trust and Suspicion," Human Relations, 13 (May), 12339. (1962), "Cooperation and Trust: Some Theoretical Notes," in Nebraska Symposium on Motivation, 10, M Dwyer, F. Robert (1980), "Channel-Member Satisfaction: Laboratory Insights," Journal of Retailing, 56 (Summer), and Rosemary R. Lagace (1986), "On the Nature and Role of Buyer-Seller Trust," in AMA Summer Educators ' Conference Proceedings, Series 52, Terence Shimp , Paul H. Schurr, and Sejo Oh (1987), "Developing Buyer-Seller Relationships," Journal of Marketing, 51 Eliashberg, Jehoshua and Donald A. Michie (1984), "Multiple Business Goals Sets as Determinants of Marketing Channel Emerson, Richard M. (1962), "Power-Dependence Relations," American Sociological Review, 27 (February), 3141. Etgar, Michael (1976), "Channel Domination and Countervailing Power in Distribution Channels," Journal of Marketing Research, 13 (August), 254-62. Frazier, Gary L. (1983a), "InterorganizationalExchange Behavior in Marketing Channels: A Broadened Perspective," Journal of Marketing, 47 (Fall), 68-78. and Jagdish N. Sheth (1985), "An Attitude-Behavior Framework for Distribution Channel Management," Journal of Marketing, 49 (Summer), 38-48. , Robert E. Spekman, and Charles R. O 'Neal (1988), "Just-in-Time Exchange Relationships in Industrial Markets," Journal of Marketing, 52 (October), 52-67. and John O. Summers (1984), "InterfirmInfluence Strategies and Their Application Within Distribution Channels," Journal of Marketing, 48 (Summer), 43-55. and (1986), "Perceptions of Interfirm Power and Its Use Within a Franchise Channel of Distribution," Journal of Marketing Research, 23 (May), 16976. Hardy, Kenneth G. and Allan J. Magrath (1988), Marketing Channel Management: Strategic Planning and Tactics. Heide, Jan B. and George John (1988), "The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels," Journal of Marketing, 52 (January), 20-35.

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