Cited by 5,826Quality and Supply ManagementCustomer Service Quality and LoyaltyBusiness Strategy and Innovation

A Model of Distributor Firm and Manufacturer Firm Working Partnerships

Anderson, James C., Narus, James A.·1990·Journal of Marketing

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.

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Crossref · 10.1177/002224299005400103

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Authors
Anderson, J. C., & Narus, J. A.
Affiliations
  • Northwestern University (US)
  • Wake Forest University (US)
Venue
Journal of Marketing
Published
1990-01
Volume
54
Issue
1
Pages
42-58
ISSN
  • 0022-2429 (ISSN-L)
  • 1547-7185
OpenAlex
W2003825788
Cited by
5,826
References
50
Citations by year
2026: 41 · 2025: 61 · 2024: 85 · 2023: 102 · 2022: 123 · 2021: 165 · 2020: 156 · 2019: 200 · 2018: 193 · 2017: 220 · 2016: 225 · 2015: 287 · 2014: 309 · 2013: 328 · 2012: 316
FWCI
40.75
Type
journal article
Language
en
Open access
closed
Locations
Journal of Marketing (publishedVersion)
Topics
  • Social Sciences › Business, Management and Accounting › Management Information Systems › Quality and Supply Management
  • Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Customer Service Quality and Loyalty
  • Social Sciences › Business, Management and Accounting › Strategy and Management › Business Strategy and Innovation
Keywords
inter-firm cooperation, trust, antecedents of trust, interorganizational relationships, distribution channels, marketing practice

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