Evidence from past research and insights from an exploratory investigation are combined in a conceptual model that defines and relates price, perceived quality, and perceived value. Propositions ab...

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Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence:

Marketing theory and practice have focused persistently on exchange between buyers and sellers. Unfortunately, most of the research and too many of the marketing strategies treat buyer-seller excha...

Developing Buyer-Seller Relationships:

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-infor...

A Model of Distributor Firm and Manufacturer Firm Working Partnerships

The formation of partnerships between firms is becoming an increasingly common way for firms to find and maintain competitive advantage. While the antecedents of partnership formation and the characteristics of the resulting cooperative working relationship have been explored in the literature, an understanding of characteristics associated with partnership success is lacking. Such an understanding is important in reconciling the prescriptions to form partnerships with the reality that a majority of such partnerships do not succeed. We hypothesize that partnership attributes, communication behavior, and conflict resolution techniques are related to indicators of partnership success (satisfaction and sales volume in the relationship). The hypotheses are tested with vertical partnerships between manufacturers and dealers. Results indicate that the primary characteristics of partnership success are: partnership attributes of commitment, coordination, and trust; communication quality and participation; and the conflict resolution technique of joint problem solving. The findings offer insight into how to better manage these relationships to ensure success.

https://www.jstor.org/stable/pdfplus/2486868.pdf

Characteristics of partnership success: Partnership attributes, communication behavior, and conflict resolution techniques

This edited collection applies the network approach to the analysis of business relationships in a global context. Drawing on a number of international case studies, a "network approach" is developed, giving rise to theoretical and practical managerial insights and a different way of conceptualizing companies within markets. New angles emerge on traditional problems of business management, with some novel implications which should challenge established ways to analyze business markets. Previous publications by these authors include, "Corporate Technological Behaviour", "Professional Purchasing" and "Managing Innovation Within Networks".

/pdf/developing-relationships-in-business-networks-5fttlrf0v8.pdf

Developing relationships in business networks

This paper presents a unifying framework for the analysis of distribution channels which encompasses both economic and sociopolitical determinants of channel member behavior and provides a suitable...

Distribution Channels as Political Economies: A Framework for Comparative Analysis:

Key informant reports from both sides of a set of wholesaler-retailer dyads are analyzed to investigate the convergent and discriminant validity of the measures. These measures, derived from a poli...

The Reliability and Validity of Key Informant Data from Dyadic Relationships in Marketing Channels

The political economy framework for the comparative analysis of marketing channel dyads proposed by Stern and Reve (1980) focused mainly on relationships between channel members. This article exten...

The Environment of Marketing Channel Dyads: A Framework for Comparative Analysis:

In most articles appearing in the organizational behavior journals, little reference is made to the extensive research performed in the marketing field addressing interactions in distribution channels. This article attempts to bring to the fields of sociology and organizational behavior relevant materials from marketing that will improve theories of interorganizational relations.

Torger Reve

Papers

Distribution Channels as Political Economies: A Framework for Comparative Analysis:

The Reliability and Validity of Key Informant Data from Dyadic Relationships in Marketing Channels

The Environment of Marketing Channel Dyads: A Framework for Comparative Analysis:

Interorganizational Relations In Marketing Channels

Organization and governance in construction