The impact of suppliers' perceptions of reseller market orientation on key relationship constructs

Journal of the Academy of Marketing Science

Volumn 27, Issue 1, 1999, Pages 50-57

  Baker, Thomas L ^a,d   Simpson, Penny M ^b   Siguaw, Judy A ^c  

^a UNIVERSITY OF NORTH CAROLINA WILMINGTON   (United States)

^b NORTHWESTERN STATE UNIVERSITY   (United States)

^c Department of Obstetrics Gynecology   (United States)

^d UNIVERSITY OF NORTH CAROLINA WILMINGTON   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 22444454569     PISSN: 00920703     EISSN: None     Source Type: Journal    
DOI: 10.1177/0092070399271004     Document Type: Article

References (31)

1. Anderson, Erin and Barton Weitz. 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads." Marketing Science 8 (Fall): 310-323.
2. _ and _. 1992. "The Use of Pledges to Build and Sustain Commitment in Distribution Channels." Journal of Marketing Research 29 (February): 18-34.
3. Anderson, Eugene W., Claes Fornell, and Donald R. Lehmann. 1994. "Customer Satisfaction, Market Share, and Profitability: Findings From Sweden." Journal of Marketing 58 (July): 53-66.
4. Anderson, James C. and James A. Narus. 1990. "A Model of Distributor Firm and Manufacturer Firm Working Partnerships." Journal of Marketing 54 (January): 42-58.
5. Cannon, Joseph P. 1992. "A Taxonomy of Buyer-Seller Relationships in Business Markets." Ph.D. dissertation. University of North Carolina at Chapel Hill.
6. _ and William D. Perreault. 1997. "The Nature of Business Relationships." Working paper, Colorado State University, Fort Collins.
7. Cravens, Davis W. 1995. "Introduction to the Special Issue." Journal of the Academy of Marketing Science 23 (Fall): 235.
8. Day, George S. 1992. "Marketing's Contribution to the Strategy Dialogue." Journal of the Academy of Marketing Science 20 (Fall): 323-330.
9. Deshpandé, Rohit and John U. Farley. 1996. "Understanding Market Orientation: A Prospectively Designed Meta-Analysis of Three Market Orientation Scales." Marketing Science Institute. Technical Working Paper Series: Report 96-125.
10. _, _, and Frederick E. Webster, Jr. 1993. "Corporate Culture, Customer Orientation, and Innovativeness in Japanese Firms: A Quadrad Analysis." Journal of Marketing 57 (January): 23-37.
11. Dwyer, Robert F., Paul H. Schurr, and Sejo Oh. 1987. "Developing Buyer-Seller Relationships." Journal of Marketing 51 (April): 11-27.
12. Ganesan, Shankar. 1994. "Determinants of Long-Term Orientation in Buyer-Seller Relationships." Journal of Marketing 58 (April): 1-19.
13. Hunt, Shelby D. and Robert M. Morgan. 1995. "The Comparative Advantage Theory of Competition." Journal of Marketing 59 (April): 1-15.
14. Jaworski, Bernard J. and Ajay K. Kohli. 1993. "Market Orientation: Antecedents and Consequences." Journal of Marketing 57 (July): 53-70.
15. Jöreskog, Karl G. and Dag Sörborn. 1993. USREL 8: User's Reference Guide. Chicago: Scientific Software International.
16. Kalwani, Manohar U. and Narakesari Narayandas. 1995. "Long-Term Manufacturer-Supplier Relationships: Do They Pay Off for Supplier Firms?" Journal of Marketing 59 (January): 1-16.
17. Kohli, Ajay K. and Bernard J. Jaworski. 1990. "Market Orientation: The Construct, Research Propositions, and Managerial Implications." Journal of Marketing 54 (April): 1-18.
18. _, _, and Ajith Kumar. 1993. "MARKOR: A Measure of Market Orientation." Journal of Marketing Research 30 (November): 467-477.
19. Kumar, Nirmalya, Louis W. Stem, and Ravi S. Achrol. 1992. "Assessing Reseller Performance From the Perspective of the Supplier." Journal of Marketing Research 29 (May): 238-253.
20. Lusch, Robert F. and James R. Brown. 1996. "Interdependency, Contracting, and Relational Behavior in Marketing Channels." Journal of Marketing 60 (October): 19-38.
21. Moorman, Christine, Gerald Zaltman, and Rohit Deshpandé. 1992. "Relationships Between Providers and Users of Market Research: The Dynamics of Trust Within and Between Organizations." Journal of Marketing Research 29 (August): 314-328.
22. Morgan, Robert M. and Shelby D. Hunt. 1994. "The Commitment-Trust Theory of Relationship Marketing." Journal of Marketing 58 (July): 20-38.
23. Narver, John C. and Stanley F. Slater. 1990. "The Effect of a Market Orientation on Business Profitability." Journal of Marketing 54 (October): 20-35.
24. Phillips, Lynn W. 1981. "Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing." Journal of Marketing Research 18 (November): 395-415.
25. Ruekert, Robert W. and Gilbert Churchill, Jr. 1984. "Reliability and Validity of Alternative Measures of Channel Member Satisfaction." Journal of Marketing Research 21 (May): 226-233.
26. Saxe, Robert and Barton A. Weitz. 1982. "The SOCO Scale: A Measure of the Customer Orientation of Salespeople." Journal of Marketing Research 19 (August): 343-351.
27. Siguaw, Judy A., Gene Brown, and Robert E. Widing II. 1994. "The Influence of the Market Orientation of the Firm on Sales Force Behavior and Attitudes." Journal of Marketing Research 31 (February): 106-116.
28. Slater, Stanley F. and John C. Narver. 1994. "Does Competitive Environment Moderate the Market Orientation-Performance Relationship?" Journal of Marketing 58 (January): 46-55.
29. Srivastava, Rajendra K., Tasadduq A. Shervani, and Liam Fahey. 1998. "Market-Based Assets and Shareholder Value: A Framework for Analysis." Journal of Marketing 62 (January): 2-18.
30. Stern, Louis W. and Torger Reve. 1980. "Distribution Channels as Political Economies: A Framework for Comparative Analysis." Journal of Marketing 44 (Summer): 52-64.
31. Webster, Frederick E. 1992. "The Changing Role of Marketing in the Corporation." Journal of Marketing 56 (October): 1-17.