Abstract
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.
Keywords
DistributorSample (material)BusinessAntecedent (behavioral psychology)Construct (python library)Industrial organizationMarketingPsychologyComputer science
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Publication Info
- Year
- 1990
- Type
- article
- Volume
- 54
- Issue
- 1
- Pages
- 42-58
- Citations
- 5344
- Access
- Closed
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Cite This
James C. Anderson,
James A. Narus
(1990).
A Model of Distributor Firm and Manufacturer Firm Working Partnerships.
Journal of Marketing
, 54
(1)
, 42-58.
https://doi.org/10.1177/002224299005400103
Identifiers
- DOI
- 10.1177/002224299005400103