Journal ArticleDOI
Interorganizational Relations In Marketing Channels
Torger Reve,Louis W. Stern +1 more
TLDR
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 as mentioned in this paper, which will improve theories of interorganizational relations.Abstract:
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.read more
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A Model of Distributor Firm and Manufacturer Firm Working Partnerships
James C. Anderson,James A. Narus +1 more
TL;DR: In this article, a model of a distribution firm and a manufacturer working partnership is presented and is assessed empirically on a sample of distributor firms and an empirically verified sample of manufacturer firms.
Book
Developing relationships in business networks
Håkan Håkansson,Ivan Snehota +1 more
TL;DR: In this article, the authors apply the network approach to the analysis of business relationships in a global context, drawing on a number of international case studies, giving rise to theoretical and practical managerial insights and a different way of conceptualizing companies within markets.
Journal ArticleDOI
Determinants of Continuity in Conventional Industrial Channel Dyads
Erin Anderson,Barton A. Weitz +1 more
TL;DR: In this paper, the authors developed hypotheses about the continuity of relationships from the literature on social exchange, bargaining, and negotiation, which were framed as a simultaneous equation system and estimated via three-stage least squares on a sample of 690 relationships dyads involving manufacturers and their independent sales agents manufacturers' representatives.
Journal ArticleDOI
Conducting Interorganizational Research Using Key Informants
TL;DR: In this paper, the authors examined the use of the key-informant methodology by researchers investigating interorganizational relationships and suggested procedures for dealing with those problems and provided an illustrative application of their proposals.
Journal ArticleDOI
Interorganizational Governance in Marketing Channels
TL;DR: A growing body of conceptual and empirical literature addresses different aspects of in-channel relationship management in marketing channels literature as mentioned in this paper, which is becoming a central research paradigm in the marketing channel literature.
References
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Exchange and Power in Social Life
TL;DR: In a seminal work as discussed by the authors, Peter M. Blau used concepts of exchange, reciprocity, imbalance, and power to examine social life and to derive the more complex processes in social structure from the simpler ones.
Book
The social psychology of groups
John W. Thibaut,Harold H. Kelley +1 more
TL;DR: In this article, the authors focus on patterns of interdependence and assume that these patterns play an important causal role in the processes, roles, and norms of relationships in interpersonal relations.
Related Papers (5)
A Model of Distributor Firm and Manufacturer Firm Working Partnerships
James C. Anderson,James A. Narus +1 more