A Model of Distributor Firm and Manufacturer Firm Working Partnerships, Journal of Marketing
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.
James Anderson, James A. Narus
Anderson, James, and James A. Narus. 1990. A Model of Distributor Firm and Manufacturer Firm Working Partnerships. Journal of Marketing. 54(1): 42-58.