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A Model of Distributor Firm and Manufacturer Firm Working Partnerships
Journal of Marketing · 1990 · Vol. 54(1) · pp. 42–58
James C. Anderson✉James A. Narus(Wake Forest University)
Abstract
A model of distributor firm and manufacturer firm working partnerships is presented and is assessed empirically on a sample of distributor firms and a sample of manufacturer firms. A multiple-informant research method is employed. Support is found for a number of the hypothesized construct relations and, in both manufacturer firm and distributor firm models, for the respecification of cooperation as an antecedent rather than a consequence of trust. Some implications for marketing practice are discussed briefly.
Customer Service Quality and LoyaltyBusiness Strategy and InnovationInnovation and Knowledge ManagementDistributorSample (material)BusinessAntecedent (behavioral psychology)Construct (python library)Industrial organizationMarketingPsychologyComputer science
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