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
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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“Brand trust is founded on the expectation that a corporate brand does not take advantage of innocent consumers [14].”
From Corporate Brand Trust as a Mediator in the Relationship between Consumer Perception of CSR, Corporate Hypocrisy, and Corporate Reputation (2015) · cites this paper as [14]
Citations
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Cited by
Sorted by citations
An Examination of the Nature of Trust in Buyer-Seller Relationships
Doney, P. M., & Cannon, J. P. (1997) · Journal of Marketing · doi:10.2307/1251829 · Cited by 6,822
Determinants of Long-Term Orientation in Buyer-Seller Relationships
Ganesan, S. (1994) · Journal of Marketing · doi:10.1177/002224299405800201 · Cited by 6,741
Johanson, J., & Vahlne, J. (2009) · Journal of International Business Studies · doi:10.1057/jibs.2009.24 · Cited by 4,751
Mohr, J. J., & Spekman, R. E. (1994) · Strategic Management Journal · doi:10.1002/smj.4250150205 · Cited by 3,551
Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis
Palmatier, R. W., Dant, R. P., Grewal, D., & Evans, K. R. (2006) · Journal of Marketing · doi:10.1509/jmkg.70.4.136 · Cited by 2,601
Metadata
- 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
- 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
- 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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