The DOI matches its Crossref record; 2 of the 2 references it cites were found in a registry or an index.
Determinants of Continuity in Conventional Industrial Channel Dyads
Abstract
Recently, increasing attention has been paid to the question of how to build stable, long-term relationships between manufacturers and members of conventional channels. This descriptive field study concerns a basic requirement for building long-term relationships, which is the expectation by a marketing intermediary that the relationship will last. Hypotheses about the continuity of relationships are developed from the literature on social exchange, bargaining, and negotiation. These hypotheses are framed as a simultaneous equation system, which is estimated via three-stage least squares on a sample of 690 relationships (dyads) involving manufacturers and their independent sales agents (manufacturers' representatives). Results substantially support the model, highlighting the importance of interpersonal relationships in insuring the continuity of the dyad.
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Citations
Cites
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139
Manufacturer-Overseas Distributor Relations and export Performance
Rosson, P. J., & Ford, I. D. (1982) · Journal of International Business Studies · doi:10.1057/palgrave.jibs.8490550 · Cited by 262
Cited by
The commitment-trust theory of relationship marketing
Morgan, R. M., & Hunt, S. D. (1994) · Journal of Marketing · doi:10.1177/002224299405800302 · Cited by 22,355
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
(2003) · International Journal of Electronic Commerce · doi:10.1080/10864415.2003.11044275 · Cited by 5,715
Zaheer, A., McEvily, B., & Perrone, V. (1998) · Organization Science · doi:10.1287/orsc.9.2.141 · Cited by 4,179
Metadata
- Authors
- Anderson, E., & Weitz, B.
- Venue
- Marketing Science
- Published
- 1989-11
- Volume
- 8
- Issue
- 4
- Pages
- 310-323
- ISSN
- 0732-2399 (ISSN-L)
- 1526-548X
- OpenAlex
- W2047575389
- Cited by
- 2,368
- References
- 2
- FWCI
- 8.51
- Type
- journal article
- Language
- en
- Open access
- closed
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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.
