Title: Interdependency, Contracting, and Relational Behavior in Marketing Channels
Abstract: The dependency structure between wholesale-distributors and their major suppliers is posited to influence the type of contract—explicit and normative—used. In turn, dependency structure and type of contract is hypothesized to influence wholesale-distributor performance. This process occurs both directly and indirectly through some intermediate constructs, such as long-term orientation, relationship length, and relational behavior. The authors investigate three dependency structures: wholesaler dependent on supplier, supplier dependent on wholesaler, and high bilateral dependency. They obtain empirical support for many of the hypothesized linkages.
Publication Year: 1996
Publication Date: 1996-10-01
Language: en
Type: article
Indexed In: ['crossref']
Access and Citation
Cited By Count: 1307
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