The use of pledges to build and sustain commitment in distribution channels

Anderson, Erin; Weitz, Barton

doi:10.1177/002224379202900103

Cited by 3,431Customer Service Quality and LoyaltySupply Chain and Inventory ManagementQuality and Supply Management

The use of pledges to build and sustain commitment in distribution channels

Anderson, Erin, Weitz, Barton·1992·Journal of Marketing Research

DOI 10.1177/002224379202900103

Open this paper in CoChat — free account

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.

Integrity signals

Registry

Crossref · 10.1177/002224379202900103

Cites

34 of 34 references verified0 citation errors · 0 not checkable

Statistics

Recomputing p-values needs the paper’s full text.

Claims the paper makes

This paper’s full text isn’t openly available, so its claims and self-check weren’t run. The registry and citation checks still apply.

Claims other papers make about this one

Each is checked against this paper’s own text: does it say what the citing paper says it does?

Brand trust is founded on the expectation that a corporate brand does not take advantage of innocent consumers.
“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]

The Evolution of Cooperation
Axelrod, R., & Hamilton, W. D. (1981) · Science · doi:10.1126/science.7466396 · Cited by 20,065 · see citing works
Psychometric theory (2nd ed.).
Sitgreaves, R. (1979) · Contemporary Psychology · doi:10.1037/018882 · Cited by 14,384 · see citing works
The norm of reciprocity: A preliminary statement
Gouldner, A. W. (1960) · American Sociological Review · doi:10.2307/2092623 · Cited by 12,001 · see citing works
The Economic Institutions of Capitalism
(1986) · The Antitrust Bulletin · doi:10.1177/0003603x8603100308 · Cited by 10,977 · see citing works
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139 · see citing works
The Strategy of Conflict
Schelling, T. C. (1960) · Cited by 7,691 · see citing works
Perceived organizational support.
Eisenberger, R., Huntington, R., Hutchison, S., & Sowa, D. (1986) · Journal of Applied Psychology · doi:10.1037/0021-9010.71.3.500 · Cited by 6,982 · see citing works
A Model of Distributor Firm and Manufacturer Firm Working Partnerships
Anderson, J. C., & Narus, J. A. (1990) · Journal of Marketing · doi:10.1177/002224299005400103 · Cited by 5,826 · see citing works
Markets, Bureaucracies, and Clans
Ouchi, W. G. (1980) · Administrative Science Quarterly · doi:10.2307/2392231 · Cited by 4,735 · see citing works
Perceived Organizational Support
Dunn, A. M., & Shanock, L. R. (2017) · Sage eBooks · doi:10.4135/9781483386874.n398 · Cited by 4,406 · see citing works
Notes on the Concept of Commitment
Becker, H. S. (1960) · American Journal of Sociology · doi:10.1086/222820 · Cited by 3,973 · see citing works
The Evolution of Cooperation.
Connolly, T., & Axelrod, R. (1984) · Administrative Science Quarterly · doi:10.2307/2392957 · Cited by 3,946 · see citing works
Organizational commitment and psychological attachment: The effects of compliance, identification, and internalization on prosocial behavior.
O’Reilly, C. A., & Chatman, J. A. (1986) · Journal of Applied Psychology · doi:10.1037/0021-9010.71.3.492 · Cited by 3,917 · see citing works
The Role of Market Forces in Assuring Contractual Performance
Klein, B., & Leffler, K. B. (1981) · Journal of Political Economy · doi:10.1086/260996 · Cited by 3,653 · see citing works
Non-Contractual Relations in Business: A Preliminary Study
Macaulay, S. (1963) · American Sociological Review · doi:10.2307/2090458 · Cited by 2,491 · see citing works
Determinants of Continuity in Conventional Industrial Channel Dyads
Anderson, E., & Weitz, B. A. (1989) · Marketing Science · doi:10.1287/mksc.8.4.310 · Cited by 2,352 · see citing works
Self-citation
Credible Commitments: Using Hostages to Support Exchange
Williamson, O. E. (1996) · doi:10.1093/oso/9780195078244.003.0006 · Cited by 2,019 · see citing works
The American Economic Review
(2013) · American Economic Review · doi:10.1257/aer.103.3.i · Cited by 1,976 · see citing works
Communication Strategies in Marketing Channels: A Theoretical Perspective
Mohr, J. J., & Nevin, J. R. (1990) · Journal of Marketing · doi:10.1177/002224299005400404 · Cited by 1,487 · see citing works
The Theory of Power and Conflict in Channels of Distribution
Gaski, J. F. (1984) · Journal of Marketing · doi:10.1177/002224298404800303 · Cited by 1,265 · see citing works
A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships
Anderson, J. C., & Narus, J. A. (1984) · Journal of Marketing · doi:10.1177/002224298404800407 · Cited by 1,129 · see citing works
The Informant in Quantitative Research
Campbell, D. T. (1955) · American Journal of Sociology · doi:10.1086/221565 · Cited by 742 · see citing works
Power Measurement in the Distribution Channel
El‐Ansary, A. I., & Stern, L. W. (1972) · Journal of Marketing Research · doi:10.1177/002224377200900110 · Cited by 735 · see citing works
The New Social Contract: An Inquiry into Modern Contractual Relations.
McNicoll, G., & Macneil, I. R. (1981) · Population and Development Review · doi:10.2307/1972571 · Cited by 735 · see citing works
Hybrid Organizational Arrangements: New Form or Transitional Development?
Powell, W. W. (1987) · California Management Review · doi:10.2307/41165267 · Cited by 638 · see citing works
The Reliability and Validity of Key Informant Data from Dyadic Relationships in Marketing Channels
John, G., & Reve, T. (1982) · Journal of Marketing Research · doi:10.1177/002224378201900412 · Cited by 632 · see citing works
A Theory of Self-Enforcing Agreements
Telser, L. G. (1980) · The Journal of Business · doi:10.1086/296069 · Cited by 628 · see citing works
Expert systems: the next challenge for managers
Luconi, F. L., Malone, T. W., & Morton, M. S. S. (1986) · Sloan management review · doi:10.5555/8991.8992 · Cited by 287 · see citing works
Love and Commitment.
Friedell, M. F., Schwartz, G., & Merten, D. E. (1982) · Social Forces · doi:10.2307/2577926 · Cited by 263 · see citing works
Bargaining: Power, Tactics, and Outcomes.
Strauss, G., Bacharach, S. B., & Lawler, E. J. (1982) · Industrial and Labor Relations Review · doi:10.2307/2522298 · Cited by 230 · see citing works
Conflict Measurement in the Distribution Channel
Rosenberg, L. J., & Stern, L. W. (1971) · Journal of Marketing Research · doi:10.1177/002224377100800405 · Cited by 196 · see citing works
A Theory of Channel Control
Bucklin, L. P. (1973) · Journal of Marketing · doi:10.1177/002224297303700106 · Cited by 129 · see citing works
Multiple Business Goals Sets as Determinants of Marketing Channel Conflict: An Empirical Study
Eliashberg, J., & Michie, D. A. (1984) · Journal of Marketing Research · doi:10.1177/002224378402100108 · Cited by 123 · see citing works
Designing successful transorganizational marketing alliances
Achrol, R. S., Scheer, L. K., & Stern, L. W. (1990) · Marketing Science Institute eBooks · Cited by 79 · see citing works

Flagged first, then by citations

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 · see citing works
Determinants of Long-Term Orientation in Buyer-Seller Relationships
Ganesan, S. (1994) · Journal of Marketing · doi:10.1177/002224299405800201 · Cited by 6,741 · see citing works
The Uppsala internationalization process model revisited: From liability of foreignness to liability of outsidership
Johanson, J., & Vahlne, J. (2009) · Journal of International Business Studies · doi:10.1057/jibs.2009.24 · Cited by 4,641 · see citing works
Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques
Mohr, J. J., & Spekman, R. E. (1994) · Strategic Management Journal · doi:10.1002/smj.4250150205 · Cited by 3,472 · see citing works
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 · see citing works
Dyadic Business Relationships within a Business Network Context
Anderson, J. C., Håkansson, H., & Johanson, J. (1994) · Journal of Marketing · doi:10.1177/002224299405800401 · Cited by 2,362 · see citing works
The Structure of Commitment in Exchange
Gundlach, G. T., Achrol, R. S., & Mentzer, J. T. (1995) · Journal of Marketing · doi:10.1177/002224299505900107 · Cited by 2,238 · see citing works
Interorganizational Governance in Marketing Channels
Heide, J. B. (1994) · Journal of Marketing · doi:10.1177/002224299405800106 · Cited by 2,205 · see citing works
Investments in Consumer Relationships: A Cross-Country and Cross-Industry Exploration
De Wulf, K., Odekerken-Schröder, G., & Iacobucci, D. (2001) · Journal of Marketing · doi:10.1509/jmkg.65.4.33.18386 · Cited by 2,083 · see citing works
Factors Influencing the Effectiveness of Relationship Marketing: A Meta-AnalysisPreprint
Palmatier, R. W., Dant, R. P., Grewal, D., & Evans, K. R. (2006) · SSRN Electronic Journal · doi:10.2139/ssrn.904647 · Cited by 1,997 · see citing works
Transaction Cost Analysis: Past, Present, and Future Applications
Rindfleisch, A., & Heide, J. B. (1997) · Journal of Marketing · doi:10.1177/002224299706100403 · Cited by 2,036 · see citing works
The Effects of Perceived Interdependence on Dealer Attitudes
Kumar, N., Scheer, L. K., & Steenkamp, J. E. M. (1995) · Journal of Marketing Research · doi:10.2307/3151986 · Cited by 1,826 · see citing works
Customer Value, Satisfaction, Loyalty, and Switching Costs: An Illustration From a Business-to-Business Service Context
Lam, S. Y., Shankar, V., Erramilli, M. K., & Murthy, B. (2004) · Journal of the Academy of Marketing Science · doi:10.1177/0092070304263330 · Cited by 1,828 · see citing works
The effects of customer satisfaction, relationship commitment dimensions, and triggers on customer retention
Gustafsson, A., Johnson, M. D., & Roos, I. (2005) · Journal of Marketing · doi:10.1509/jmkg.2005.69.4.210 · Cited by 1,576 · see citing works
Relational governance as an interorganizational strategy: An empirical test of the role of trust in economic exchange
Zaheer, A., & Venkatraman, N. V. (1995) · Strategic Management Journal · doi:10.1002/smj.4250160504 · Cited by 1,536 · see citing works
Interdependency, Contracting, and Relational Behavior in Marketing Channels
Lusch, R. F., & Brown, J. R. (1996) · Journal of Marketing · doi:10.2307/1251899 · Cited by 1,525 · see citing works
Understanding the Effect of Customer Relationship Management Efforts on Customer Retention and Customer Share Development
Verhoef, P. C. (2003) · Journal of Marketing · doi:10.1509/jmkg.67.4.30.18685 · Cited by 1,530 · see citing works
The Effects of Organizational Differences and Trust on the Effectiveness of Selling Partner Relationships
Smith, J. B., & Barclay, D. W. (1997) · Journal of Marketing · doi:10.2307/1252186 · Cited by 1,406 · see citing works
Opportunism in Interfirm Relationships: Forms, Outcomes, and Solutions
Wathne, K. H., & Heide, J. B. (2000) · Journal of Marketing · doi:10.1509/jmkg.64.4.36.18070 · Cited by 1,399 · see citing works
The Effects of Supplier Fairness on Vulnerable Resellers
Kumar, N., Scheer, L. K., & Steenkamp, J. E. M. (1995) · Journal of Marketing Research · doi:10.2307/3152110 · Cited by 1,391 · see citing works
Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment
Jap, S. D., & Ganesan, S. (2000) · Journal of Marketing Research · doi:10.1509/jmkr.37.2.227.18735 · Cited by 1,363 · see citing works
Cross-Sectional versus longitudinal survey research: concepts, findings, and guidelines
Rindfleisch, A., Malter, A. J., Ganesan, S., & Moorman, C. (2008) · Journal of Marketing Research · doi:10.1509/jmkr.45.3.261 · Cited by 1,305 · see citing works
The effects of trust and interdependence on relationship commitment: A trans-Atlantic study
Geyskens, I., Steenkamp, J. E. M., Scheer, L. K., & Kumar, N. (1996) · International Journal of Research in Marketing · doi:10.1016/s0167-8116(96)00006-7 · Cited by 1,264 · see citing works
Organizing for Radical Product Innovation: The Overlooked Role of Willingness to Cannibalize
Chandy, R. K., & Tellis, G. J. (1998) · Journal of Marketing Research · doi:10.1177/002224379803500406 · Cited by 1,366 · see citing works
Relationship Marketing Activities, Commitment, and Membership Behaviors in Professional Associations
Gruen, T. W., Summers, J. O., & Acito, F. (2000) · Journal of Marketing · doi:10.1509/jmkg.64.3.34.18030 · Cited by 1,091 · see citing works
Pie-Expansion Efforts: Collaboration Processes in Buyer-Supplier Relationships
Jap, S. D. (1999) · Journal of Marketing Research · doi:10.1177/002224379903600405 · Cited by 1,059 · see citing works
Examining supply chain relationships: Do buyer and supplier perspectives on collaborative relationships differ?
Nyaga, G. N., Whipple, J. M., & Lynch, D. F. (2009) · Journal of Operations Management · doi:10.1016/j.jom.2009.07.005 · Cited by 1,064 · see citing works
Inter‐organizational communication as a relational competency: Antecedents and performance outcomes in collaborative buyer–supplier relationships
Paulraj, A., Lado, A. A., & Chen, I. J. (2008) · Journal of Operations Management · doi:10.1016/j.jom.2007.04.001 · Cited by 1,140 · see citing works
Business Relationship Learning and Commitment in the Internationalization Process
Johanson, J., & Vahlne, J.-E. (2003) · Journal of International Entrepreneurship · doi:10.1023/a:1023219207042 · Cited by 993 · see citing works
Organizing Successful Co-Marketing Alliances
Bucklin, L. P., & Sengupta, S. (1993) · Journal of Marketing · doi:10.2307/1252025 · Cited by 993 · see citing works
Network structure and innovation: The leveraging of a dual network as a distinctive relational capability
Capaldo, A. (2007) · Strategic Management Journal · doi:10.1002/smj.621 · Cited by 986 · see citing works
Fostering Consumer–Brand Relationships in Social Media Environments: The Role of Parasocial Interaction
Labrecque, L. I. (2014) · Journal of Interactive Marketing · doi:10.1016/j.intmar.2013.12.003 · Cited by 971 · see citing works
Collaborative Communication in Interfirm Relationships: Moderating Effects of Integration and Control
Mohr, J. J., Fisher, R. J., & Nevin, J. R. (1996) · Journal of Marketing · doi:10.1177/002224299606000307 · Cited by 951 · see citing works
Strategic purchasing, supply management, and firm performance
Chen, I. J., Paulraj, A., & Lado, A. A. (2004) · Journal of Operations Management · doi:10.1016/j.jom.2004.06.002 · Cited by 1,013 · see citing works
Make, Buy, or Ally: A Transaction Cost Theory Meta-Analysis
Geyskens, I., Steenkamp, J. E. M., & Kumar, N. (2006) · Academy of Management Journal · doi:10.5465/amj.2006.21794670 · Cited by 925 · see citing works
The impact of power and relationship commitment on the integration between manufacturers and customers in a supply chain
Zhao, X., Huo, B., Flynn, B. B., & Yeung, J. H. Y. (2007) · Journal of Operations Management · doi:10.1016/j.jom.2007.08.002 · Cited by 924 · see citing works
Dyadic Business Relationships within a Business Network Context
Anderson, J. C., Håkansson, H., & Johanson, J. (1994) · Journal of Marketing · doi:10.2307/1251912 · Cited by 2,370 · see citing works
A framework of supply chain management literature
Tan, K. C. (2001) · European Journal of Purchasing & Supply Management · doi:10.1016/s0969-7012(00)00020-4 · Cited by 895 · see citing works
Generalizations about trust in marketing channel relationships using meta-analysis
Geyskens, I., Steenkamp, J.-B. E. M., & Kumar, N. (1998) · International Journal of Research in Marketing · doi:10.1016/s0167-8116(98)00002-0 · Cited by 890 · see citing works
INTRAGROUP CONFLICT IN ORGANIZATIONS: A CONTINGENCY PERSPECTIVE ON THE CONFLICT-OUTCOME RELATIONSHIP
Jehn, K. A., & Bendersky, C. (2003) · Research in Organizational Behavior · doi:10.1016/s0191-3085(03)25005-x · Cited by 882 · see citing works
When Does Commitment Lead to Loyalty?
Fullerton, G. (2003) · Journal of Service Research · doi:10.1177/1094670503005004005 · Cited by 871 · see citing works
Promoting Relationship Learning
Selnes, F., & Sallis, J. E. (2003) · Journal of Marketing · doi:10.1509/jmkg.67.3.80.18656 · Cited by 861 · see citing works
A Comparative Longitudinal Analysis of Theoretical Perspectives of Interorganizational Relationship Performance
Palmatier, R. W., Dant, R. P., & Grewal, D. (2007) · Journal of Marketing · doi:10.1509/jmkg.71.4.172 · Cited by 837 · see citing works
Ethical and Legal Foundations of Relational Marketing Exchanges
Gundlach, G. T., & Murphy, P. E. (1993) · Journal of Marketing · doi:10.1177/002224299305700403 · Cited by 822 · see citing works
The impact of internal integration and relationship commitment on external integration
Zhao, X., Huo, B., Selen, W., & Yeung, J. H. Y. (2011) · Journal of Operations Management · doi:10.1016/j.jom.2010.04.004 · Cited by 813 · see citing works
Governing buyer–supplier relationships through transactional and relational mechanisms: Evidence from China
Liu, Y., Luo, Y., & Liu, T. C. (2008) · Journal of Operations Management · doi:10.1016/j.jom.2008.09.004 · Cited by 815 · see citing works
Service quality, relationship satisfaction, trust, commitment and business‐to‐business loyalty
Chumpitaz, R., & Paparoidamis, N. G. (2007) · European Journal of Marketing · doi:10.1108/03090560710752429 · Cited by 848 · see citing works
INFORMATION PROCESSING, KNOWLEDGE DEVELOPMENT, AND STRATEGIC SUPPLY CHAIN PERFORMANCE.
Hult, G. T. M., Ketchen, D. J., & Slater, S. F. (2004) · Academy of Management Journal · doi:10.2307/20159575 · Cited by 811 · see citing works
Personal Selling and Sales Management: A Relationship Marketing Perspective
Weitz, B. A., & Bradford, K. (1999) · Journal of the Academy of Marketing Science · doi:10.1177/0092070399272008 · Cited by 800 · see citing works
Self-citation
The Many Futures of Contracts
Schepker, D. J., Oh, W., Martynov, A. V., & Poppo, L. (2013) · Journal of Management · doi:10.1177/0149206313491289 · Cited by 807 · see citing works
The Contribution of Shared Knowledge to IS Group Performance1
Nelson, K. M., & Cooprider, J. G. (1996) · MIS Quarterly · doi:10.2307/249562 · Cited by 787 · see citing works
The Evolution of Loyalty Intentions
Johnson, M. D., Herrmann, A., & Huber, F. (2006) · Journal of Marketing · doi:10.1509/jmkg.70.2.122 · Cited by 787 · see citing works
The Identity Salience Model of Relationship Marketing Success: The Case of Nonprofit Marketing
Arnett, D. B., German, S. D., & Hunt, S. D. (2003) · Journal of Marketing · doi:10.1509/jmkg.67.2.89.18614 · Cited by 793 · see citing works
Factors Affecting the Level of Trust and Commitment in Supply Chain Relationships
Kwon, I. G., & Suh, T. (2004) · Journal of Supply Chain Management · doi:10.1111/j.1745-493x.2004.tb00165.x · Cited by 786 · see citing works
Consumer trust, perceived security and privacy policy
Flavián, C., & Guinalíu, M. (2006) · Industrial Management & Data Systems · doi:10.1108/02635570610666403 · Cited by 812 · see citing works
Effects of supplier trust on performance of cooperative supplier relationships
Johnston, D., McCutcheon, D. M., Stuart, F. I., & Kerwood, H. (2004) · Journal of Operations Management · doi:10.1016/j.jom.2003.12.001 · Cited by 772 · see citing works
Effects of Supplier Market Orientation on Distributor Market Orientation and the Channel Relationship: The Distributor Perspective
Siguaw, J. A., Simpson, P. M., & Baker, T. L. (1998) · Journal of Marketing · doi:10.1177/002224299806200307 · Cited by 766 · see citing works
Relationship value and relationship quality: Broadening the nomological network of business‐to‐business relationships
Ulaga, W., & Eggert, A. (2006) · European Journal of Marketing · doi:10.1108/03090560610648075 · Cited by 762 · see citing works
Balancing Acquisition and Retention Resources to Maximize Customer Profitability
Reinartz, W., Thomas, J. S., & Kumar, V. (2004) · Journal of Marketing · doi:10.1509/jmkg.69.1.63.55511 · Cited by 750 · see citing works
Changes in the theory of interorganizational relations in marketing: Toward a network paradigm
Achrol, R. S. (1997) · Journal of the Academy of Marketing Science · doi:10.1007/bf02894509 · Cited by 747 · see citing works
Relationship Marketing and Distribution Channels
Weitz, B. A., & Jap, S. D. (1995) · Journal of the Academy of Marketing Science · doi:10.1177/009207039502300411 · Cited by 733 · see citing works
Self-citation
Client Co-Production in Knowledge-Intensive Business Services
Bettencourt, L. A., Ostrom, A. L., Brown, S. W., III, & Roundtree, R. I. (2002) · California Management Review · doi:10.2307/41166145 · Cited by 740 · see citing works
The effects of satisfaction and structural constraints on retailer exiting, voice, loyalty, opportunism, and neglect
Ping, R. A. (1993) · Journal of Retailing · doi:10.1016/0022-4359(93)90010-g · Cited by 727 · see citing works
Switching costs, alternative attractiveness and experience as moderators of relationship commitment in professional, consumer services
Sharma, N., & Patterson, P. G. (2000) · International Journal of Service Industry Management · doi:10.1108/09564230010360182 · Cited by 722 · see citing works
The Effect of Relational Constructs on Customer Referrals and Number of Services Purchased From a Multiservice Provider: Does Age of Relationship Matter?
Verhoef, P. C., Franses, P. H., & Hoekstra, J. C. (2002) · Journal of the Academy of Marketing Science · doi:10.1177/0092070302303002 · Cited by 790 · see citing works
Social Exchange Theory and Research on Business-to-Business Relational Exchange
Lambe, C. J., Wittmann, C. M., & Spekman, R. E. (2001) · Journal of Business-to-Business Marketing · doi:10.1300/j033v08n03_01 · Cited by 722 · see citing works
Controlling Supplier Opportunism in Industrial Relationships
Stump, R. L., & Heide, J. B. (1996) · Journal of Marketing Research · doi:10.1177/002224379603300405 · Cited by 709 · see citing works
Strategic alliance contracts: dimensions and determinants of contractual complexity
Reuer, J. J., & Ariño, A. M. (2007) · Strategic Management Journal · doi:10.1002/smj.581 · Cited by 708 · see citing works
Fairness and Channel Coordination
Cui, T. H., Raju, J. S., & Zhang, Z. J. (2007) · Management Science · doi:10.1287/mnsc.1060.0697 · Cited by 709 · see citing works
Measuring the quality of relationships in consumer services: an empirical study
Roberts, K., Varki, S., & Brodie, R. J. (2003) · European Journal of Marketing · doi:10.1108/03090560310454037 · Cited by 714 · see citing works
Safeguarding Interorganizational Performance and Continuity Under Ex Post Opportunism
Jap, S. D., & Anderson, E. (2003) · Management Science · doi:10.1287/mnsc.49.12.1684.25112 · Cited by 694 · see citing works
Self-citation
The Influence of Complementarity, Compatibility, and Relationship Capital on Alliance Performance
Sarkar, M., Echambadi, R., Cavusgil, S. T., & Aulakh, P. S. (2001) · Journal of the Academy of Marketing Science · doi:10.1177/03079450094216 · Cited by 684 · see citing works
Consumers' Trust in a Brand and the Link to Brand Loyalty
Lau, G. T., & Lee, S. H. (1999) · Journal of Market-Focused Management · doi:10.1023/a:1009886520142 · Cited by 711 · see citing works
Transaction cost framework in operations and supply chain management research: theory and measurement
Grover, V., & Malhotra, M. K. (2003) · Journal of Operations Management · doi:10.1016/s0272-6963(03)00040-8 · Cited by 685 · see citing works
Trust and commitment influences on customer retention: insights from business-to-business services
Gounaris, S. P. (2003) · Journal of Business Research · doi:10.1016/s0148-2963(03)00122-x · Cited by 675 · see citing works
Supplier evaluations: communication strategies to improve supplier performance
Prahinski, C., & Benton, W. C. (2004) · Journal of Operations Management · doi:10.1016/j.jom.2003.12.005 · Cited by 666 · see citing works
Organizing and Managing Channels of Distribution
Frazier, G. L. (1999) · Journal of the Academy of Marketing Science · doi:10.1177/0092070399272007 · Cited by 664 · see citing works
The Role of Relationship Quality in the Stratification of Vendors as Perceived by Customers
Dorsch, M. J., Swanson, S. R., & Kelley, S. W. (1998) · Journal of the Academy of Marketing Science · doi:10.1177/0092070398262004 · Cited by 659 · see citing works
The impact of communication effectiveness and service quality on relationship commitment in consumer, professional services
Sharma, N., & Patterson, P. G. (1999) · Journal of Services Marketing · doi:10.1108/08876049910266059 · Cited by 652 · see citing works
From internationalization to evolution: The Uppsala model at 40 years
Vahlne, J., & Johanson, J. (2017) · Journal of International Business Studies · doi:10.1057/s41267-017-0107-7 · Cited by 659 · see citing works
The Formation of Buyer–Supplier Relationships: Detailed Contract Drafting and Close Partner Selection
Wuyts, S., & Geyskens, I. (2005) · Journal of Marketing · doi:10.1509/jmkg.2005.69.4.103 · Cited by 626 · see citing works
Commitment and opportunity development in the internationalization process: A note on the Uppsala internationalization process model
Johanson, J., & Vahlne, J. (2006) · Management International Review · doi:10.1007/s11575-006-0043-4 · Cited by 614 · see citing works
Network location and learning: the influence of network resources and firm capabilities on alliance formation
Gulati, R. (1999) · Strategic Management Journal · doi:10.1002/(sici)1097-0266(199905)20:5 · Cited by 2,482 · see citing works
Investigating the role of the physical environment in hedonic service consumption: an exploratory study of sporting events
Hightower, R., Brady, M. K., & Baker, T. L. (2002) · Journal of Business Research · doi:10.1016/s0148-2963(00)00211-3 · Cited by 596 · see citing works
An experimental investigation of satisfaction and commitment in marketing channels: The role of trust and dependence
Andaleeb, S. S. (1996) · Journal of Retailing · doi:10.1016/s0022-4359(96)90006-8 · Cited by 582 · see citing works
Specific Investments in Marketing Relationships: Expropriation and Bonding Effects
Rokkan, A. I., Heide, J. B., & Wathne, K. H. (2003) · Journal of Marketing Research · doi:10.1509/jmkr.40.2.210.19223 · Cited by 578 · see citing works
Two Sides to Attitudinal Commitment: The Effect of Calculative and Loyalty Commitment on Enforcement Mechanisms in Distribution Channels
Gilliland, D. I., & Bello, D. C. (2002) · Journal of the Academy of Marketing Science · doi:10.1177/03079450094306 · Cited by 569 · see citing works
Alliance Competence, Resources, and Alliance Success: Conceptualization, Measurement, and Initial Test
Lambe, C. J., Spekman, R. E., & Hunt, S. D. (2002) · Journal of the Academy of Marketing Science · doi:10.1177/03079459994399 · Cited by 558 · see citing works
Strategic Integration in Industrial Distribution Channels: Managing the Interfirm Relationship as a Strategic Asset
Johnson, J. L. (1999) · Journal of the Academy of Marketing Science · doi:10.1177/0092070399271001 · Cited by 556 · see citing works
Stakeholders' implicit claims and accounting method choice
Bowen, R. M., DuCharme, L. L., & Shores, D. (1995) · Journal of Accounting and Economics · doi:10.1016/0165-4101(95)00404-1 · Cited by 557 · see citing works
Customer Loyalty to Whom? Managing the Benefits and Risks of Salesperson-Owned Loyalty
Palmatier, R. W., Scheer, L. K., & Steenkamp, J.-B. E. M. (2007) · Journal of Marketing Research · doi:10.1509/jmkr.44.2.185 · Cited by 555 · see citing works
Dimensions and Levels of Trust: Implications for Commitment to a Relationship
Ganesan, S., & Hess, R. (1997) · Marketing Letters · doi:10.1023/a:1007955514781 · Cited by 544 · see citing works
Power and relationship commitment: their impact on marketing channel member performance
Brown, J. R., Lusch, R. F., & Nicholson, C. Y. (1995) · Journal of Retailing · doi:10.1016/0022-4359(95)90019-5 · Cited by 542 · see citing works
Antecedents of Commitment and Trust in Customer–Supplier Relationships in High Technology Markets
de Ruyter, K., Moorman, L., & Lemmink, J. G. A. M. (2001) · Industrial Marketing Management · doi:10.1016/s0019-8501(99)00091-7 · Cited by 540 · see citing works
Transaction Cost Economics: An Assessment of Empirical Research in the Social Sciences
Macher, J. T., & Richman, B. D. (2008) · Business and Politics · doi:10.2202/1469-3569.1210 · Cited by 642 · see citing works
Managing Marketing Channel Opportunism: The Efficacy of Alternative Governance Mechanisms
Brown, J. R., Dev, C. S., & Lee, D. (2000) · Journal of Marketing · doi:10.1509/jmkg.64.2.51.17995 · Cited by 526 · see citing works
Power Influences in the Supply Chain
Maloni, M. J., & Benton, W. C. (2000) · Journal of Business Logistics · Cited by 532 · see citing works
The Role of the Institutional Environment in Marketing Channels
Grewal, R., & Dharwadkar, R. (2002) · Journal of Marketing · doi:10.1509/jmkg.66.3.82.18504 · Cited by 527 · see citing works
What really is alliance management capability and how does it impact alliance outcomes and success?
Schreiner, M., Kale, P., & Corsten, D. (2009) · Strategic Management Journal · doi:10.1002/smj.790 · Cited by 507 · see citing works
Examining the Impact of Destructive Acts in Marketing Channel Relationships
Hibbard, J. D., Kumar, N., & Stern, L. W. (2001) · Journal of Marketing Research · doi:10.1509/jmkr.38.1.45.18831 · Cited by 507 · see citing works

The Role of Perceived Commitment in Cooperative Relationships
Fang-la, P. (2015) · Ruan kexue
The impact of customer satisfaction and relationship quality on customer retention: A critical reassessment and model development
Hennig‐Thurau, T., & Klee, A. (1997) · Psychology and Marketing · doi:10.1002/(sici)1520-6793(199712)14:8 · Cited by 1,327 · see citing works
JOURNAL OF THE ACADEMY OF MARKETING SCIENCE WINTER 2002Gilliland, Bello / CHANNEL OF DISTRIBUTION Two Sides to Attitudinal Commitment: The Effect of Calculative and Loyalty Commitment on Enforcement Mechanisms in Distribution Channels
Gilliland, D. I., & Bello, D. C. (2016)
Two Sides to Attitudinal Commitment: The Effect of Calculative and Loyalty Commitment on Enforcement Mechanisms in Distribution Channels
Gilliland, D. I., & Bello, D. C. (2002) · Journal of the Academy of Marketing Science · doi:10.1177/03079450094306 · Cited by 569 · see citing works
Two sides to attitudinal commitment:the effect of calculative and loyalty commitment on enforcement mechanism in distribution channels
Gilliland, D. I., & Bello, D. C. (2002) · Aston Publications Explorer (Aston University) · Cited by 1 · see citing works

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
DOI: 10.1177/002224379202900103
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
Licence: journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)
Locations: Journal of Marketing Research (publishedVersion)
Topics: Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Customer Service Quality and Loyalty
Social Sciences › Business, Management and Accounting › Management Information Systems › 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

About these checks

Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.

Statistics and arithmetic are recomputed, not judged.

Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.

What counts as a claim ›How we measure confidence ›How we check this ›

Are you an author, or do you see a problem with this page? Request a review

The use of pledges to build and sustain commitment in distribution channels

Abstract

Integrity signals

Claims the paper makes

Claims other papers make about this one

Cites

Cited by

Related

Record

About these checks