Interdependence, punitive capability, and the reciprocation of punitive actions in channel relationships

Journal of Marketing Research

Volumn 35, Issue 2, 1998, Pages 225-235

  Kumar, Nirmalya ^a   Scheer, Lisa K ^b   Steenkamp, Jan Benedict E M ^c  

^a IMD   (Switzerland)

^b UNIVERSITY OF MISSOURI   (United States)

^c NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0032371084     PISSN: 00222437     EISSN: None     Source Type: Journal    
DOI: 10.2307/3151850     Document Type: Article

References (46)

1. Aiken, Leona S. and Stephen G. West (1991), Multiple Regression: Testing and Interpreting Interactions. Newbury Park, CA: Sage Publications.
2. Anderson, Erin and Barton A. Weitz (1992), "The Use of Pledges to Build and Sustain Commitment in Distribution Channels," Journal of Marketing Research, 29 (February), 18-34.
3. Anderson, James C. and David W. Gerbing (1988), "Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach," Psychological Bulletin, 103 (3), 411-23.
4. _ and James A. Narus (1990), "A Model of Distributor Firm and Manufacturer Firm Working Relationships," Journal of Marketing, 54 (January), 42-58.
5. Armstrong, J. Scott and Terry S. Overton (1977), "Estimating Nonresponse Bias in Mail Surveys," Journal of Marketing Research, 14 (August), 396-402.
6. Bacharach, Samuel B. and Edward J. Lawler (1981), Bargaining: Power, Tactics, and Outcomes. San Francisco: Jossey-Bass.
7. Bollen, Kenneth A. and Richard Lennox (1991), "Conventional Wisdom on Measurement: A Structural Equation Perspective," Psychological Bulletin, 110 (2), 305-14.
8. Brown, James R., Robert F. Lusch, and Carolyn Y. Nicholson (1995), "Power and Relationship Commitment: Their Impact on Marketing Channel Member Performance," Journal of Retailing, 71 (4), 363-92.
9. Buchanan, Lauranne (1992), "Vertical Trade Relationships: The Role of Dependence and Symmetry in Attaining Organizational Goals," Journal of Marketing Research, 29 (February), 65-75.
10. Cook, Karen S. and Richard M. Emerson (1978), "Power, Equity and Commitment in Exchange Networks," American Sociological Review, 43 (October), 721-39.
11. Dwyer, F. Robert (1984), "Are Two Better than One? Bargaining Behavior and Outcomes in an Asymmetrical Power Relationship," Journal of Consumer Research, 11 (September), 680-93.
12. _, Paul H. Schurr, and Sejo Oh (1987), "Developing Buyer-Seller Relationships," Journal of Marketing, 51 (April), 11-28.
13. El-Ansary, Adel I. and Louis W. Stern (1972), "Power Measurement in the Distribution Channel," Journal of Marketing Research, 9 (February), 47-52.
14. Emerson, Richard M. (1962), "Power-Dependence Relations," American Sociological Review, 27 (February), 31-41.
15. Frazier, Gary L., James D. Gill, and Sudhir H. Kale (1989), "Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country," Journal of Marketing, 53 (January), 50-69.
16. _ and Raymond C. Rody (1991), "The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels," Journal of Marketing, 55 (January), 52-69.
17. _ and John Summers (1986), "Perceptions of Interfirm Power and Its Use Within a Franchise Channel of Distribution," Journal of Marketing Research, 23 (May), 169-76.
18. French, John R.P., Jr., and Bertram Raven (1959), "The Bases of Social Power," in Studies in Social Power, Dorwin Cartwright, ed. Ann Arbor, MI: University of Michigan Press, 150-67.
19. Gaski, John F. (1987), "The History of the Measurement of Power in Marketing Channels," in Review of Marketing 1987, Michael Houston, ed. Chicago: American Marketing Association, 67-89.
20. _ and John R. Nevin (1985), "The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel," Journal of Marketing Research, 22 (May), 130-42.
21. Geyskens, Inge, Jan-Benedict E.M. Steenkamp, Lisa K. Scheer, and Nirmalya Kumar (1996), "The Effects of Trust and Interdependence on Relationship Commitment: A Trans-Atlantic Study," International Journal of Research in Marketing, 13 (4), 303-17.
22. Gundlach, Gregory T. and Ernest R. Cadotte (1994), "Exchange Interdependence and Interfirm Interaction: Research in a Simulated Channel Setting," Journal of Marketing Research, 31 (November), 516-32.
23. Heide, Jan B. (1994), "Interorganizational Governance in Marketing Channels," Journal of Marketing, 58 (January), 71-85.
24. _ and George John (1988), "The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels," Journal of Marketing, 52 (January), 20-35.
25. _ and _ (1992), "Do Norms Matter in Marketing Relationships?" Journal of Marketing, 56 (April), 32-44.
26. Howell, Roy (1987), "Covariance Structure Modeling and Measurement Issues: A Note on Interrelations Among a Channel Entity's Power Sources," Journal of Marketing Research, 24 (February), 119-26.
27. Hunt, Shelby D. and John R. Nevin (1974), "Power in a Channel of Distribution: Sources and Consequences," Journal of Marketing Research, 11 (March), 186-93.
28. Jaccard, James, Robert Turrisi, and Choi K. Wan (1990), Interaction Effects in Multiple Regression. Newbury Park, CA: Sage Publications.
29. John, George (1984) "An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel," Journal of Marketing Research, 21 (August), 278-89.
30. Johnston, J. (1984), Econometric Methods, 3rd ed. New York: McGraw-Hill.
31. Judge, George C., R. Carter Hill, William E. Griffiths, Helmut Lutkepohl, and Tsoung-Chao Lee (1988), Introduction to the Theory and Practice of Econometrics, New York: John Wiley & Sons.
32. Kale, Sudhir (1986), "Dealer Perceptions of Manufacturer Power and Influence Strategies in a Developing Country," Journal of Marketing Research, 23 (November), 387-93.
33. Kumar, Nirmalya (1996), "The Power of Trust in Manufacturer-Retailer Relationships," Harvard Business Review, 74 (November/December), 92-106.
34. _ Lisa K. Scheer, and Jan-Benedict E.M. Steenkamp (1995a), "The Effects of Supplier Fairness on Vulnerable Resellers," Journal of Marketing Research, 32 (February), 54-65.
35. _, _ and _ (1995b), "The Effects of Perceived Interdependence on Dealer Attitudes," Journal of Marketing Research, 32 (August), 348-56.
36. Lawler, Edward J. (1986), "Bilateral Deterrence and Conflict Spiral: A Theoretical Analysis," in Advances in Group Processes, Edward J. Lawler, ed. Greenwich, CT: JAI Press, 107-30.
37. _ and Samuel B. Bacharach (1987), "Comparison of Dependence and Punitive Forms of Power," Social Forces, 66 (2), 446-62.
38. _, Rebecca S. Ford, and Mary A. Blegen (1988), "Coercive Capability in Conflict: A Test of Bilateral Deterrence Versus Conflict Spiral Theory," Social Psychology Quarterly, 51 (2), 93-107.
39. Lusch, Robert F. (1976), "Sources of Power: Their Impact on Intrachannel Conflict," Journal of Marketing Research, 13 (November), 382-90.
40. _ and James R. Brown (1996), "Interdependency, Contracting, and Relational Behavior in Marketing Channels," Journal of Marketing, 60 (October), 19-38.
41. Mason, Charlotte H. and William D. Perreault (1991), "Collinearity, Power, and Interpretation of Multiple Regression Analysis," Journal of Marketing Research, 28 (August), 268-80.
42. Molm, Linda D. (1989), "Punishment Power: A Balancing Process in Power-Dependence Relations," American Journal of Sociology, 94 (6), 1392-418.
43. Morgan, Robert M. and Shelby D. Hunt (1994), "The Commitment-Trust Theory of Relationship Marketing," Journal of Marketing, 58 (July), 20-38.
44. Rubin, Jeffrey Z. and Bert R. Brown (1975), The Social Psychology of Bargaining and Negotiation. New York: Academic Press.
45. Scheer, Lisa K. (1993), "Fairness and Influence: Building on a Classical Foundation," in Marketing Theory and Applications, Vol. 4, Rajan Varadarajan and Bernard Jaworski, eds. Chicago: American Marketing Association, 219-25.
46. _ and Louis W. Stern (1992), "The Effect of Influence Type and Performance Outcomes on Attitude Toward the Influencer," Journal of Marketing Research, 29 (February), 128-42.