A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships, Journal of Marketing
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.
James Anderson, James A. Narus
Anderson, James, and James A. Narus. 1984. A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships. Journal of Marketing. 48(4): 62-74.