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

Anderson, James C.; Narus, James A.

doi:10.1177/002224298404800407

Cited by 527 publications

(340 citation statements)

References 26 publications

Supporting

Mentioning

303

Contrasting

Unclassified

Order By: Relevance

“…Eleven per cent responded that they would complete surveys. In extrapolating this number to the broader population of 3000, we argue that our low response rate is consistent with studies that use precommitment sampling techniques (Anderson and Narus, 1990;Mohr and Spekman, 1994). The survey requests information about the various types of IT services the firm employs, including data entry, data centre operations, network design, network operations (data and voice), end user support, training and education, applications development, and applications maintenance.…”

Section: Data Collection and Samplesupporting

confidence: 68%

Examining the Conditional Limits of Relational Governance: Specialized Assets, Performance Ambiguity, and Long‐Standing Ties

Poppo

Zhou

Zenger³

2008

J Management Studies

185

157

View full text Add to dashboard Cite

Despite recognition of the benefits of relational governance in inter-organizational exchanges, factors that may erode its value have received little examination. We extend the literature by asking whether self-interested opportunities and long-standing ties erode the positive association between relational governance and performance. Consistent with transaction cost and moral hazard logics, exchange hazards, particularly asset specificity and difficult performance measurement, dampen the positive association of relational governance and performance. We further find, consistent with recent inquiries into the dark side of embedded ties that the performance benefits associated with relational governance decline when parties rely on repeated partnerships. Copyright (c) Blackwell Publishing Ltd 2008.

show abstract

Section: Data Collection and Samplesupporting

confidence: 68%

Examining the Conditional Limits of Relational Governance: Specialized Assets, Performance Ambiguity, and Long‐Standing Ties

Poppo

Zhou

Zenger³

2008

J Management Studies

185

157

View full text Add to dashboard Cite

show abstract

“…Within the business and commercial exchange literatures, satisfaction is most often conceived of as an overall evaluation and affective response toward one's exchange partner (Anderson and Narus 1984;Dant, Brown, and Bagozzi 2006;Gaski and Nevin 1985;Scheer and Stern 1992). The positive relationship gratitude has with satisfaction can be derived from the affective response that helps characterize gratitude and its ability to influence cognitive appraisals (Algoe, Haidt, and Gable 2008;Forgas and George 2001).…”

Section: Gratitude and Relationship Qualitymentioning

confidence: 99%

The Influence of Gratitude on Franchisor-Franchisee Relationships

Weaven

Baker²,

Dant

2016

Journal of Small Business Management

View full text Add to dashboard Cite

Set within a franchising context that is an integral and significant component of the small business sector, this paper is the first attempt at modeling the sentiment of gratitude, a critical nascent relationship construct, as mediating the linkage between relational norms (as antecedents) and relationship quality constructs (as consequents). Data from a sample of 439 Australian franchisees are used to test the hypotheses. Relational norms were captured using the well‐accepted taxonomy of solidarity, flexibility, and mutuality, and relationship quality was conceptualized in terms of its constituent constructs of trust, commitment, and relationship satisfaction. Structural equation modeling was used to test the six hypothesized relationships. Results show that all six hypotheses are supported, that is, relational norms significantly and positively affect the emergence of gratitude, and in turn, gratitude significantly and positively influences the relationship quality constructs of trust, commitment, and relationship satisfaction. Managerial implications for the franchising industry in particular and small businesses in general are discussed.

show abstract

“…In addition, it is improved performance with specific customers as a result of the ongoing business relationship. Sinkovics and Roath (2004), Stank et al (2003) Satisfaction It is "a positive affective state resulting from the appraisal of all aspects of a firm's working relationship with another firm" (Anderson & Narus, 1984).…”

Section: Articlementioning

confidence: 99%

Third‐Party Logistics: A Meta‐Analytic Review and Investigation of its Impact on Performance

Leuschner

Carter

Goldsby

et al. 2014

J Supply Chain Manag

107

View full text Add to dashboard Cite

Interest in third‐party logistics has been steadily increasing over the last two decades. Recently, increased focus by researchers has produced a solid literature base of academic research. In this article, a meta‐analytic approach is employed to provide a quantitative review of the empirical literature and examine relevant constructs. Fifty‐four samples across 69 peer‐reviewed journal articles, yielding a total of 9,386 observations, were obtained and analyzed. We used transaction cost economics and the resource‐based view as lenses to hypothesize a structural model of the relationships between relational governance structure, logistics customer service, and firm performance. Additional relationships were also found and analyzed, helping to clarify the mixed existing findings in the literature. The study concludes by mapping out future directions for 3PL research, based on the study's findings.

show abstract

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

Cited by 527 publications

References 26 publications

Examining the Conditional Limits of Relational Governance: Specialized Assets, Performance Ambiguity, and Long‐Standing Ties

Examining the Conditional Limits of Relational Governance: Specialized Assets, Performance Ambiguity, and Long‐Standing Ties

The Influence of Gratitude on Franchisor-Franchisee Relationships

Third‐Party Logistics: A Meta‐Analytic Review and Investigation of its Impact on Performance

Contact Info

Product

Resources

About