Student or educator? Sign up with your school email and get 6 months of Pro free.
CoChat
Sign Up
Cited by 1,415

The DOI matches its Crossref record; 12 of the 12 references it cites were found in a registry or an index.

The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships

Smith, J. Brock, Barclay, Donald W.·1997·Journal of Marketing
DOI 10.1177/002224299706100102
Open this paper in CoChat — free account

Abstract

Selling alliances that are formed to cooperatively develop and maintain customer relationships are among the new organizational forms that marketing managers utilize for competitive advantage. To be successful, these alliances require sales representatives from allied organizations to work effectively as selling partners. The authors develop a trust-based model of effective selling partner relationships and test it in the context of the computer industry. Partial Least Squares analysis of 103 dyadic relationships found that organizational differences were modest predictors of three dimensions of mutual perceived trustworthiness, which in turn differentially affected three trusting behaviors. Trusting behaviors were found to have a somewhat greater effect on perceived task performance than on mutual satisfaction, whereas dimensions of trustworthiness had both direct and indirect effects on satisfaction. The authors discuss the managerial and theoretical implications of these results.

Overview

The claims and statistics of this paper haven’t been checked yet.

Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.

A few free checks a day · papers already verified open instantly · results are public

Integrity signals

Registry

Crossref · 10.1177/002224299706100102

Cites

12 of 12 references verified0 citation errors · 0 not checkable

Statistics

Verification

Claims the paper makes

The claims and statistics of this paper haven’t been checked yet.

Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.

A few free checks a day · papers already verified open instantly · results are public

Self-check

Percentages, sums and reported differences re-computed from the paper’s own numbers.

The self-check needs the paper’s full text.

Citations

Cites

Show all 12 references

Research works printed but not linked: 58

  1. Achrol Ravi S., 1990, “Designing Successful Transorganizational Marketing Alliances,”
  2. 10.1177/002224298705100407 · DOI · Paper page
  3. 10.1287/mksc.8.4.310 · DOI · Paper page
  4. 10.1177/002224298404800407 · DOI · Paper page
  5. 10.1177/002224299005400103 · DOI · Paper page
  6. Anderson James C., 1995, Journal of Business-to-Business Marketing, 2, 17, 10.1300/J033v02n03_02 · DOI
  7. Blau Peter, 1964, Exchange and Power in Social Life.
  8. 10.1177/002224299305700203 · DOI · Paper page
  9. Cespedes Frank V., 1992, Journal of Personal Selling & Sales Management, 12, 13
  10. Churchill Gilbert A., 1990, Sales Force Management: Planning, Implementation, and Control
  11. Cunningham Malcolm T., 1982, International Marketing and Purchasing of Industrial Goods—An Interaction Approach
  12. Dillman Don, 1978, Mail and Telephone Surveys: The Total Design Method.
  13. Ford David, 1984, Industrial Marketing Management, 13, 101, 10.1016/0019-8501(84)90041-5 · DOI
  14. 10.1177/002224378201900406 · DOI · Paper page
  15. Fornell Claes, 1982, An Assessment of Marketing Thought and Practice: 1982 Educators’ Conference Proceedings, 405
  16. Gabarro John J., 1978, Interpersonal Behavior, 290
  17. Gabarro John J., 1987, Handbook of Organizational Behavior, 172
  18. Gaedke Ralph M., 1988, Journal of Professional Services Marketing, 3, 199
  19. Gehkle C., 1934, Journal of the American Statistical Association Supplement, 29, 169
  20. 10.2307/2392936 · DOI
  21. Gibb Jack R., 1964, Leadership and Interpersonal Behavior, 66
  22. 10.1177/002224299505900107 · DOI
  23. Hakansson Hakan, 1982, International Marketing and Purchasing of Industrial Goods—An Interaction Approach.
  24. 10.1108/EUM0000000000551 · DOI
  25. Hawes Jon M., 1989, Journal of Personal Selling & Sales Management, 9, 1
  26. 10.1177/002224298805200103 · DOI · Paper page
  27. 10.1177/002224379002700103 · DOI · Paper page
  28. 10.1037/10628-000 · DOI · Paper page
  29. Huston Ted L., 1982, Journal of Marriage and the Family, 901, 10.2307/351454 · DOI
  30. 10.5465/amr.1988.4306808 · DOI
  31. 10.1177/002224378402100305 · DOI · Paper page
  32. 10.1037/0021-9010.76.5.698 · DOI · Paper page
  33. 10.1177/002224379002700111 · DOI
  34. Kumar Nirmalya, 1993, Academy of Management Journal, 36, 633
  35. 10.1093/sf/63.4.967 · DOI · Paper page
  36. Lohmöller Jan-Bernd, 1981, LVPLS 1.6 Program Manual: Latent Variable Path Analysis With Partial Least Squares Estimation.
  37. 10.5465/amr.1995.9508080335 · DOI · Paper page
  38. McCauley Dan P., 1992, Public Administration Quarterly, 16, 265
  39. 10.1177/014920639402000207 · DOI
  40. Moon Mark A., 1994, Journal of Personal Selling and Sales Management, 14, 17
  41. 10.1177/002224299305700106 · DOI · Paper page
  42. Nunnally Jum C., 1978, Psychometric Methods.
  43. 10.1177/002224378101800401 · DOI · Paper page
  44. Phillips Lynn W., 1986, Research in Marketing, 8, 313
  45. Puri Joe S., 1992, Journal of Business and Industrial Marketing, 7, 59, 10.1108/08858629210035436 · DOI
  46. Schwab D., 1980, Research in Organizational Behavior, 2, 3
  47. 10.1177/009207039502300405 · DOI · Paper page
  48. 10.1300/J033v01n02_02 · DOI
  49. 10.1177/002224298504900110 · DOI · Paper page
  50. Swan John E., 1988, Journal of Personal Selling & Sales Management, 8, 1
  51. 10.1016/0019-8501(85)90039-2 · DOI · Paper page
  52. Thibaut John W., 1959, The Social Psychology of Groups.
  53. Turnbull Peter W., 1986, Strategies for International Industrial Marketing.
  54. 10.1177/002224299205600402 · DOI · Paper page
  55. Westbrook Robert A., 1981, Advances in Consumer Research, 8, 94
  56. 10.1177/009207039502300414 · DOI · Paper page
  57. Wilson David T., 1988, “Modelling and Measuring Buyer-Seller Relationships,”
  58. 10.1108/EUM0000000000550 · DOI

Cited by

See all 1,415

Metadata

Authors
Smith, J. B., & Barclay, D. W.
Venue
Journal of Marketing
Publisher
SAGE Publications
Published
1997-01
Volume
61
Issue
1
Pages
3-21
ISSN
  • 0022-2429 (ISSN-L)
  • 1547-7185
DOI
10.1177/002224299706100102
OpenAlex
W2043880827
Cited by
1,415
References
12
FWCI
31.40
Type
journal article
Language
en
Open access
closed
Licence
journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)

About these checks

Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.

Statistics and arithmetic are recomputed, not judged.

Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.

What counts as a claim ›How we measure confidence ›How we check this ›

Are you an author, or do you see a problem with this page? Request a review

How to cite

Cite CoChat for the checks on this page, and the paper for its own findings.

This page
CoChat. (2026). Citation check: The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships. https://app.cochat.ai/papers/10.1177/002224299706100102
The paper
Smith, J. B., & Barclay, D. W. (1997). The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships. Journal of Marketing. https://doi.org/10.1177/002224299706100102

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.