Dependence relations and the moderating role of trust: implications for behavioral intentions in marketing channels

International Journal of Research in Marketing

Volumn 12, Issue 2, 1995, Pages 157-172

  Andaleeb, Syed Saad ^a  

^a BEHREND COLLEGE   (United States)

Author keywords

Control; Cooperation; Dependence; Negotiations; Resource dependence; Transaction cost; Trust

Indexed keywords

EID: 0000846977     PISSN: 01678116     EISSN: None     Source Type: Journal    
DOI: 10.1016/0167-8116(94)00020-O     Document Type: Article

References (71)

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4. Perspectives on Behaviour-Based Versus Outcome-Based Salesforce Control Systems
5. A Model of Distributor Firm and Manufacturer Firm Working Partnershios
6. Planning and Control Systems: A Framework for Analysis
7. The Political Economy Paradigm Foundation for Theory Building in Marketing
8. The Power of Positive Sanctions
9. Power in Channels of Distribution
10. Conflict Cooperation and Trust in Three Power Systems
11. Channel Cooperations: Its Relationship to Channel Performance
12. A Cross-Channel Comparison of Supplier-Retailer Relations
13. A Behavioral Decision Theory Approach to Modelling Dyadic Trust in Superiors and Subordinates
14. The Costly Bargain of Trade Promotion
15. Effects of Relationship Marketing on Satisfaction Retention and Prices in the Life Insurance Industry
16. Relationship Quality in Services Selling An Interpersonal Influence Perspective
17. Cooperation and Trust: Some Theoretical Notes
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19. Developing Buyer-Seller Relationships
20. Environmental Relationships of the Internal Political Economy of Marketing Channels
21. Channel Domination and Countervailing Power in Distribution Channels
22. Interorganizational Exchange Behaviour A Broadened Perspective
23. Interfirm Influence Strategies and Then Application within Distribution Channels
24. Perceptions of Interfirm Power and Its Use Within a Franchise Channel of Distribution
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26. The Bases of Social Power
27. Can We Trust Trust?
28. The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel
29. Defensive Communication
30. The Centrality of Interpersonal Trust in Group Processes
31. Cybernetics and Dependence: Reframing the Control Concept
32. Alliances in Industrial Purchasing Determinants of Joint Action in Buyer-Supplier Relationships
33. Toward a Theory of Marketing Control Environmental Context Control Types and Consequences
34. An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel
35. The Reliability and Validity of Key Informant Data from Dyadic Relationships in Marketing Channels
36. Dealer Perceptions of Manufacturer Power and Influence Strategies in a Developing Country
37. Effects of Alternate Types of Influence Strategies Under Different Channel Dependence Structures
38. Effects of Trust, Aspiration and Gender on Negotiation Tactics
39. Technology, Power, and Control
40. Managing External Dependence
41. The Dyadic Trust Scale Toward Understanding Interpersonal Trust in Close Relationships
42. Management Controls, Role Stress, and Retail Store Manager Performance
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44. Progressing Toward a Theory of Marketing Control A Comment
45. Conflict and Power
46. How Do I Trust Thee?
47. Structuring Cooperative Relationships Between Organizations
48. GM Tightens the Screw
49. The Effect of Influence Type and Performance Outcomes on Attitude Toward the Influencer
50. Influences on Exchange Processes Buyer's Preconceptions of a Seller's Trustworthiness and Bargaining Toughness
51. The Social Control of Impersonal Trust
52. Cooperation in Supplier-Dealer Relations
53. Perceptions of Channel Control
54. Antitrust Implications of a Sociological Interpretation of Competition, Conflict, and Cooperation in the Marketplace
55. Distribution Channels as Political Economies A Framework for Comparative Analysis
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57. The Relationship Between Conflict Resolution Approaches and Trust — A Cross Cultural Study