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Cited by 1,396

The DOI matches its Crossref record; 11 of the 11 references it cites were found in a registry or an index.

The Effects of Supplier Fairness on Vulnerable Resellers

Open access
Kumar, Nirmalya, Scheer, Lisa K., Steenkamp, Jan-Benedict E.M.·1995·Journal of Marketing Research
DOI 10.1177/002224379503200107
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Abstract

This study examines the role of supplier fairness in developing long-term relationships between relatively smaller, vulnerable resellers and larger, powerful suppliers. The authors conceptualize two components of fairness—distributive fairness, that is, the fairness of outcomes received by the reseller from carrying the supplier's line, and procedural fairness, the fairness of procedures and processes used by the supplier in relation to its resellers. Testing their hypotheses from the perspective of automobile dealers, the authors find strong evidence that vulnerable resellers’ perceptions of both distributive and procedural fairness enhance their relationship quality, although these effects are moderated by the level of outcomes and environmental uncertainty. Furthermore, procedural fairness has relatively stronger effects on relationship quality than distributive fairness, which is a somewhat surprising result from a managerial perspective. The constructs and relationships among the constructs demonstrate cross-national stability across the two countries in the sample, the United States and the Netherlands.

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Metadata

Authors
Kumar, N., Scheer, L. K., & Steenkamp, J.-B. E. M.
Venue
Journal of Marketing Research
Publisher
SAGE Publications
Published
1995-02
Volume
32
Issue
1
Pages
54-65
ISSN
  • 0022-2437 (ISSN-L)
  • 1547-7193
DOI
10.1177/002224379503200107
OpenAlex
W2093744647
Cited by
1,396
References
11
FWCI
23.63
Type
journal article
Language
en
Open access
green

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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.