Cited by 3,431Customer Service Quality and LoyaltySupply Chain and Inventory ManagementQuality and Supply Management

The DOI matches its Crossref record; 34 of the 34 references it cites were found in a registry or an index.

The Use of Pledges to Build and Sustain Commitment in Distribution Channels

Anderson, Erin, Weitz, Barton·1992·Journal of Marketing Research

DOI 10.1177/002224379202900103

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Abstract

Commitment in channel relationships is modeled as a function of (1) each party's perception of the other party's commitment, (2) self-reported and perceived pledges (idiosyncratic investments and contractual terms) made by each party, and (3) other factors such as communication level, reputation, and relationship history. A dyadic model represented by a simultaneous equation system is estimated with data from 378 pairs of manufacturers and industrial distributors. The results indicate that one type of pledge, idiosyncratic investments, has a strong effect on the commitment of both parties to the relationship. In addition, each party's commitment is affected by the perceived commitment of the other party. Finally, idiosyncratic investments signal commitment, affecting each party's perceptions of the other party's commitment.

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Authors: Anderson, E., & Weitz, B.
Affiliations: University of Pennsylvania (US)
University of Florida (US)
Venue: Journal of Marketing Research
Publisher: SAGE Publications
Published: 1992-02
Volume: 29
Issue: 1
Pages: 18-34
ISSN: 0022-2437 (ISSN-L)
1547-7193
DOI: 10.1177/002224379202900103
OpenAlex: W1975733460
Cited by: 3,431
References: 28
Citations by year: 2026: 23 · 2025: 46 · 2024: 53 · 2023: 73 · 2022: 94 · 2021: 101 · 2020: 97 · 2019: 109 · 2018: 114 · 2017: 130 · 2016: 135 · 2015: 169 · 2014: 193 · 2013: 176 · 2012: 188
FWCI: 39.83
Type: journal article
Language: en
Open access: closed
Licence: journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
Locations: Journal of Marketing Research (publishedVersion)
Topics: Social Sciences › Business, Management and Accounting › Marketing › Customer Service Quality and Loyalty
Social Sciences › Decision Sciences › Management Science and Operations Research › Supply Chain and Inventory Management
Social Sciences › Business, Management and Accounting › Management Information Systems › Quality and Supply Management
Keywords: pledge, commitment, distribution channels, channel relationships, perceived commitment, relationship marketing

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The Use of Pledges to Build and Sustain Commitment in Distribution Channels

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