The DOI matches its Crossref record.
The Role of Trust and Co‐operation in Marketing Channels: A Preliminary Study
Abstract
There exists at present a gap in channel theory on the role of co‐operation and trust in the functioning of interfirm relationships. These variables have not featured as major factors in the explanations of how channels co‐ordinate their activities, survive and grow. This article introduces trust as an important determinant of channel behaviour, indicates the importance of trust in co‐operative behaviour and presents the results of an introductory study on trust in marketing channels.
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Citations
Cited by
The commitment-trust theory of relationship marketing
Morgan, R. M., & Hunt, S. D. (1994) · Journal of Marketing · doi:10.1177/002224299405800302 · Cited by 22,355
An Examination of the Nature of Trust in Buyer-Seller Relationships
Doney, P. M., & Cannon, J. P. (1997) · Journal of Marketing · doi:10.2307/1251829 · Cited by 6,822
Interdependency, Contracting, and Relational Behavior in Marketing Channels
Lusch, R. F., & Brown, J. R. (1996) · Journal of Marketing · doi:10.1177/002224299606000404 · Cited by 1,537
Understanding the Value of a Relationship
Wilson, D. T., & Jantrania, S. (1994) · Asia-Australia Marketing Journal · doi:10.1016/s1320-1646(94)70278-1 · Cited by 451
Metadata
- Authors
- Young, L. C., & Wilkinson, I. F.
- Venue
- European Journal of Marketing
- Publisher
- Emerald
- Published
- 1989-02-01
- Volume
- 23
- Issue
- 2
- Pages
- 109-122
- ISSN
- 0309-0566 (ISSN-L)
- OpenAlex
- W2130056739
- Cited by
- 303
- References
- 0
- FWCI
- 0.00
- Type
- journal article
- Language
- en
- Open access
- closed
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- CoChat. (2026). Citation check: The Role of Trust and Co‐operation in Marketing Channels: A Preliminary Study. https://app.cochat.ai/papers/10.1108/eum0000000000550
- The paper
- Young, L. C., & Wilkinson, I. F. (1989). The Role of Trust and Co‐operation in Marketing Channels: A Preliminary Study. European Journal of Marketing. https://doi.org/10.1108/eum0000000000550
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
