A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships

A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships

Building upon work from social exchange theory and channels of distribution, a model of distributor-manufacturer working relationships from the distributor's perspective is presented. An initial empirical test, using a structural equation methodology, provided acceptable support of the model, g...

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Veröffentlicht in:Journal of marketing 1984-10, Vol.48 (4), p.62-74
Hauptverfasser: Anderson, James C., Narus, James A.
Format: Artikel
Sprache:eng
Schlagworte:
Distribution channels
Distributors
Exchange
Manufactured products
Manufacturers
Marketing
Modeling
Parametric models
Polls & surveys
Product lines
Questionnaires
Relations
Sales distribution
Sales representatives
Social
Social exchange theory
Theory
Working
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Beschreibung
Zusammenfassung:Building upon work from social exchange theory and channels of distribution, a model of distributor-manufacturer working relationships from the distributor's perspective is presented. An initial empirical test, using a structural equation methodology, provided acceptable support of the model, given some measurement limitations. Further work on modeling both perspectives of the exchange relationship is discussed.
ISSN:0022-2429
1547-7185
DOI:10.1177/002224298404800407