A Model of Distributor Firm and Manufacturer Firm Working Partnerships
A Model of Distributor Firm and Manufacturer Firm Working Partnerships
复制标题
DOI：
10.1177/002224299005400103
复制
发表时间：
1990-01
影响因子：
12.9
通讯作者：
James C. Anderson;James A. Narus
中科院分区：
文献类型：
--
作者：
James C. Anderson;James A. Narus
提出了一个经销商企业和制造商企业合作伙伴关系的模型，并对经销商企业和制造商企业的样本进行了实证评估。采用多线索研究方法。在制造商公司和分销商公司模型中，许多假设的结构关系都得到了支持，支持将合作重新规范为信任的先决条件而不是结果。对营销实践的一些启示进行了简要的讨论。
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.