Journal of Marketing 1990
A Model of Distributor Firm and Manufacturer Firm Working Partnerships
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.
- DOI
- 10.1177/002224299005400103
- Sources
- openalex