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Cited by 2,368

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

Anderson, Erin, Weitz, Barton·1989·Marketing Science
DOI 10.1287/mksc.8.4.310
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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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Metadata

Authors
Anderson, E., & Weitz, B.
Venue
Marketing Science
Publisher
Institute for Operations Research and the Management Sciences (INFORMS)
Published
1989-11
Volume
8
Issue
4
Pages
310-323
ISSN
  • 0732-2399 (ISSN-L)
  • 1526-548X
DOI
10.1287/mksc.8.4.310
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).

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