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Cited by 1,537

The DOI matches its Crossref record; 6 of the 6 references it cites were found in a registry or an index.

Interdependency, Contracting, and Relational Behavior in Marketing Channels

Lusch, Robert F., Brown, James R.·1996·Journal of Marketing
DOI 10.1177/002224299606000404
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Abstract

The dependency structure between wholesale-distributors and their major suppliers is posited to influence the type of contract—explicit and normative—used. In turn, dependency structure and type of contract is hypothesized to influence wholesale-distributor performance. This process occurs both directly and indirectly through some intermediate constructs, such as long-term orientation, relationship length, and relational behavior. The authors investigate three dependency structures: wholesaler dependent on supplier, supplier dependent on wholesaler, and high bilateral dependency. They obtain empirical support for many of the hypothesized linkages.

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Citations

Cites

Research works printed but not linked: 67

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Cited by

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Metadata

Authors
Lusch, R. F., & Brown, J. R.
Venue
Journal of Marketing
Publisher
SAGE Publications
Published
1996-10
Volume
60
Issue
4
Pages
19-38
ISSN
  • 0022-2429 (ISSN-L)
  • 1547-7185
DOI
10.1177/002224299606000404
OpenAlex
W2313709257
Cited by
1,537
References
6
FWCI
24.28
Type
journal article
Language
en
Open access
closed
Licence
journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)

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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.