A Model of Distributor Firm and Manufacturer Firm Working Partnerships
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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- Authors
- Anderson, J. C., & Narus, J. A.
- Affiliations
- Northwestern University (US)
- Wake Forest University (US)
- ORCID
- Anderson, James C.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- 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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