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Cited by 1,843

The DOI matches its Crossref record; 10 of the 10 references it cites were found in a registry or an index.

The Effects of Perceived Interdependence on Dealer Attitudes

Open access
Kumar, Nirmalya, Scheer, Lisa K., Steenkamp, Jan-Benedict E. M.·1995·Journal of Marketing Research
DOI 10.1177/002224379503200309
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Abstract

Channels research has consistently argued that asymmetric channel relationships are more dysfunctional than those characterized by symmetric interdependence. The authors propose that the degree of both interdependence asymmetry and total interdependence affect the level of interfirm conflict, trust, and commitment. Using survey data from automobile dealers, they demonstrate that, with increasing interdependence asymmetry, the dealer's trust in and commitment to the supplier decline while interfirm conflict increases. In addition, they demonstrate that relationships with greater total interdependence exhibit higher trust, stronger commitment, and lower conflict than relationships with lower interdependence. The effects on conflict are consistent with those predicted by bilateral deterrence theory, and the effects on trust and commitment are in accord with the authors’ bilateral convergence predictions.

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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
1995-08
Volume
32
Issue
3
Pages
348-356
ISSN
  • 0022-2437 (ISSN-L)
  • 1547-7193
DOI
10.1177/002224379503200309
OpenAlex
W2058071382
Cited by
1,843
References
10
FWCI
20.85
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.