Exclusivity and relationalism in marketing channels

Journal of Business and Industrial Marketing

Volumn 18, Issue 1, 2003, Pages 22-39

  González Hernando, Santiago ^a   Iglesias Argüelles, Víctor ^a   Trespalacios Gutiérrez, Juan A ^a  

^a UNIVERSITY OF OVIEDO   (Spain)

Author keywords

Dealerships; Relationship marketing; Spain

Indexed keywords

EID: 0242329664     PISSN: 08858624     EISSN: None     Source Type: Journal    
DOI: 10.1108/08858620310458624     Document Type: Article

References (44)

1. Anderson, E. and Weitz, B. (1992), "The use of pledges to build and sustain commitment in distribution channels", Journal of Marketing Research, Vol 29, February, pp. 18-34.
2. Anderson, J.C. and Gerbing, D.W. (1988), "Structural equation modelling in practice: a review and recommended two-step approach", Psychological Bulletin, Vol. 103 No. 3, pp. 411-23.
3. Areeda, P. (1974), Antitrust Analysis: Problems, Text, Cases, Little Brown, Boston, MA.
4. Armstrong, J.S. and Overton, T.S. (1977), "Establishing non-response bias in mail surveys", Journal of Marketing Research, Vol. 14, August, pp. 396-402.
5. Bagozzi, R.P. and Yi, Y. (1988), "On the evaluation of structural equation models", Journal of the Academy of Marketing Science, Vol. 16 No. 1, Spring, pp. 74-94.
6. Bandyopadhyay, S. and Robicheaux, R.A. (1997), "Dealer satisfaction through relationship marketing across cultures", Journal of Marketing Channels, Vol. 6 No. 2, pp. 35-55.
7. Besanko, D. and Perry, M.K. (1994), "Exclusive dealing in a spatial model of retail competition", International Journal of Industrial Organization, Vol. 12, pp. 297-329.
8. Bork, R.H. (1993), The Antitrust Paradox, Free Press, New York, NY.
9. Boyle, B., Dwyer, F.R., Robicheaux, R.A. and Simpson, J.T. (1992), "Influence strategies in marketing channels: measures and use in different relationship structures", Journal of Marketing Research, Vol. 29, November, pp. 462-73.
10. Brennan, T.J. (1989), "Exclusive dealing, limiting outside activity and conflict of interest", Southern Economic Journal, Vol. 56 No. 2, pp. 323-35.
11. Bucklin, L.P. (1962), "Retail strategy and the classification of consumer goods", Journal of Marketing, Vol. 27, October, pp. 50-55.
12. Cady, J.F. (1982), "Reasonable rules and rules of reason: vertical restrictions on distributors", Journal of Marketing, Vol. 46, Summer, pp. 27-37.
13. Comanor, W.S. and Frech, H.E. (1985), "The competitive effects of vertical agreements", The American Economic Review, Vol. 75 No. 3, June, pp. 539-46.
14. Copeland, M. (1923), "Relation of consumers' buying habits to marketing methods", Harvard Business Review, Vol. 1, March-April, pp. 292-9.
15. Dant, R.P. and Schul, P.L. (1992), "Conflict resolution process in contractual channels of distribution", Journal of Marketing, Vol. 56 No. 1, pp. 38-54.
16. Dutta, S., Heide, J.B. and Bergen, M. (1999), "Vertical territorial restrictions and public policy: theories and industry evidence", Journal of Marketing, Vol. 63, October, pp. 121-34.
17. Dwyer, F.R. Schurr, P.H. and Oh, S. (1987), "Developing buyer-seller relationships", Journal of Marketing, Vol. 51, April, pp. 11-27.
18. Fein, A.J. and Anderson, E. (1997), "Patterns of credible commitments: territory and brand selectivity in industrial distribution channels", Journal of Marketing, Vol. 61, April, pp. 19-34.
19. Frazier, G.L. (1999), "Organizing and managing channels of distribution", Journal of the Academy of Marketing Science, Vol. 27 No. 2, pp. 226-40.
20. Frazier, G.L. and Lassar, W.M. (1996), "Determinants of distribution intensity", Journal of Marketing, Vol. 60, October, pp. 39-51.
21. Hair, J., Anderson, R., Tatham, R. and Black, W. (1998), Multivariate Data Analysis, Prenticep-Hall, Englewood Cliffs, NJ.
22. Heide, J.B. (1994), "Interorganizational governance in marketing channels", Journal of Marketing, Vol. 58, January, pp. 71-85.
23. Heide, J.B., Dutta, S. and Bergen, M. (1998), "Exclusive dealing and business efficiency: evidence from industry practice", Journal of Law and Economics, Vol. 41, October, pp. 387-407.
24. Holton, R.H. (1958), "The distinction between convenience goods, shopping goods and specialty goods", Journal of Marketing, Vol. 23, July, pp. 53-6.
25. Iglesias, V., Trespalacios, J.A. and Vazquez, R. (2000), "Effects of exclusivity agreements on suppliers' control over marketing channels", Journal of Marketing Channels, Vol. 7 No. 4.
26. Kauffman, P.J. and Dant, R.P. (1992), "The dimensions of commercial exchanges", Marketing Letters, Vol. 3 No. 2, pp. 171-85.
27. Kauffman, P.J. and Stern, L.W. (1988), "Relational exchange norms, perceptions of unfairness, and retained hostility in commercial litigation", Journal of Conflict Resolution, Vol. 32, September, pp. 534-52.
28. Kauffman, P.J. and Stern, L.W. (1992), "Relational exchange, contracting norms, and conflict in industrial exchange", Advances in Distribution Channel Research, Vol. 1, JAI Press, Greenwich, CT, pp. 135-59.
29. Klein, B. (1996), "Why hold-ups occur: the self-enforcing range of contractual relationships", Economic Enquiry, Vol. 34, July, pp. 444-63.
30. Klein, B. and Murphy, K.M. (1988), "Vertical restraints as contract enforcement mechanisms", Journal of Law and Economics, Vol. 31, October, pp. 265-97.
31. Li, Z.G. and Dant, R.P. (1997), "An exploratory study of exclusive dealing in channel relationships", Journal of the Academy of Marketing Science, Vol. 25 No. 3, pp. 201-13.
32. Macneil, I.A. (1980), The New Social Contract: An Inquiry into Modern Contractual Relations, Yale University Press, New Haven, CT.
33. Marvel, H.P. (1982), "Exclusive dealing", Journal of Law and Economics, Vol. 25, April, pp. 1-25.
34. Merton, R.K. (1968), Social Theory and Social Structure, Free Press, New York, NY.
35. Ornstein, S.I. (1989), "Exclusive dealing and antitrust", The Antitrust Bulletin, Vol. 34, Spring, pp. 65-98.
36. Pass, C.L. and Hawkins, K.H. (1972), "Exclusive dealing, supplier ownership and the public interest: the petrol case", The Antitrust Bulletin, Vol. 17, pp. 567-95.
37. Paswan, A.K., Dant, R.P. and Lumpkin, J.R. (1998), "An empirical investigation of the linkages among relationalism, environmental uncertainty, and bureaucratization", Journal of Business Research, Vol. 43, pp. 125-40.
38. Rasmusen, E.B., Ramseyer, J.M. and Wiley, J.S. Jr (1991), "Naked exclusion", The American Economic Review, Vol. 81 No. 5, December, pp. 1137-45.
39. Sass, T.R. and Gisser, M. (1989), "Agency cost, firm size, and exclusive dealing", Journal of Law and Economics, Vol. 32, October, pp. 381-400.
40. Stern, L.W. and El-Ansary, A. (1992), Marketing Channels, Prentice-Hall, Englewood Cliffs, NJ.
41. Telser, L.G. (1960), "Why should manufacturers want fair trade?", Journal of Law and Economics, Vol. 3, pp. 86-105.
42. Telser, L.G. (1980), "A theory of self-enforcing agreements", Journal of Business, Vol. 53 No. 1, pp. 27-44.
43. Williamson, O.E. (1975), Markets and Hierarchies, Free Press, New York, NY.
44. Williamson, O.E. (1985), The Economic Institutions of Capitalism, Free Press, New York, NY.