A Model of Distributor Firm and Manufacturer Firm Working Partnerships
James C. AndersonWholesale Distribution and Associate Professor of Behavioral Science in Management, J. L. Kellogg Graduate School of Management, Northwestern UniversityJames A. NarusBabcock Graduate School of Management, Wake Forest University
1990en
ABI
Abstract
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.
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