The role of key account programs, trust, and brand strength on resource allocation in the channel of distribution

European Journal of Marketing

Volumn 40, Issue 5-6, 2006, Pages 502-532

  Verbeke, Willem ^a,d,e   Bagozzi, Richard P ^b,f,g   Farris, Paul ^b,c,h  

^a ERASMUS UNIVERSITY ROTTERDAM   (Netherlands)

^b UNIVERSITY OF MICHIGAN   (United States)

^c UNIVERSITY OF VIRGINIA   (United States)

^d ERASMUS UNIVERSITY ROTTERDAM   (Netherlands)

^e ISAM ^*  (Netherlands)

^f UNIVERSITY OF MICHIGAN   (United States)

^g Department of Social and Administrative Sciences

^h UNIVERSITY OF VIRGINIA   (United States)

Author keywords

Brands; Manufacturing industries; Marketing; Retailers; Supplier relations; The Netherlands; Trust

Indexed keywords

EID: 33646582347     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090560610657813     Document Type: Article

References (99)

1. Achrol, R.S. and Kotler, P. (1999), "Marketing in the network economy", Journal of Marketing, Vol. 63, Special Issue, pp. 146-63.
2. Akerlof, G. (1970), "The market for lemons: qualitative uncertainty and the market mechanism", Quarterly Journal of Economics, Vol. 84, August, pp. 488-500.
3. Allen, N.J. and Meyer, J.P. (1996), "Affective, continuance, and normative commitment to the organization: an examination of construct validity", Journal of Vocational Behavior, Vol. 49, pp. 252-76.
4. Alpert, F.H., Kamins, M.A. and Graham, J.L. (1992), "An examination of reseller buyer attitudes toward order of brand entry", Journal of Marketing, Vol. 56, July, pp. 25-37.
5. Andaleeb, S.S. (1996), "An experimental investigation of satisfaction and commitment in marketing channels: the role of trust and dependence", Journal of Retailing, Vol. 72 No. 1, pp. 77-93.
6. Anderson, E. and Weitz, B.A. (1992), "The use of pledges to build and sustain commitment in distribution channels", Journal of Marketing Research, Vol. 29, February, pp. 18-34.
7. Anderson, E., Lodish, L.M. and Weitz, B.A. (1987), "Resource allocation behavior in conventional channels", Journal of Marketing Research, Vol. 24, February, pp. 85-97.
8. Anderson, J.C. and Narus, J.A. (1990), "A model of distributor firm and manufacturer firm working partnerships", Journal of Marketing, Vol. 54, January, pp. 42-58.
9. Armstrong, S.J. and Overton, T.S. (1977), "Estimating nonresponse bias in mail surveys", Journal of Marketing Research, Vol. 14, August, pp. 396-402.
10. Bagozzi, R.P. and Heatherton, T.F. (1994), "A general approach to representing multifaceted personality constructs: application to state self-esteem", Structural Equation Modeling, Vol. 1, pp. 35-67.
11. Bakos, J.Y. (1997), "Reducing buyer search costs", Management Science, Vol. 43 No. 12, pp. 1678-92.
12. Bickart, B.A. (1993), "Carryover and backfire effects in marketing research", Journal of Marketing Research, Vol. 30, February, pp. 52-62.
13. Blackwell, R.D. (1997), From Mind to Market, HarperBusiness, New York, NY.
14. Bonoma, T.V. (1982), "Major sales: who really does the buying?", Harvard Business Review, Vol. 60 No. 3, pp. 111-19.
15. Brief, A.P. (1998), Attitudes in and around Organizations, Sage Publications, London.
16. Brown, J.S. and Duguid, P. (1991), "Organizational learning and communities of practice", Organizational Science, Vol. 2 No. 1, pp. 40-57.
17. Buchanen, B. II (1974), "Building organizational commitment: the socialization of managers in work organizations", Administrative Science Quarterly, Vol. 19, December, pp. 533-46.
18. Butler, J.K. (1991), "Toward understanding and measuring conditons of trust: evolution of a conditions of trust inventory", Journal of Management, Vol. 17 No. 3, pp. 643-63.
19. Cannon, J.P. and Perreault, W.D. Jr (1999), "Buyer-seller relationships in business markets", Journal of Marketing Research, Vol. 36, November, pp. 439-60.
20. Cespedes, F.V. (1995), Concurrent Marketing: Integrating Product, Sales and Service, Harvard Business School Press, Boston, MA.
21. Chenn, Y., Wilson, J.O., Wilson, R.T. and Zhang, J.Z. (1998), "Accounting profits versus marketing profits: a relevant metric for category management", Marketing Science, Vol. 18 No. 3, pp. 208-29.
22. Cohen, M.W. and Levinthal, D. (1990), "Absorptive capacity: a new perspective on learning and innovation", Administrative Science Quarterly, Vol. 35, pp. 128-52.
23. Corstjens, J. and Corstjens, M. (1995), Store Wars: The Battle for Mind Space and Shelf Space, Wiley, Chichester.
24. Crosby, L.A., Evans, K.R. and Cowles, D. (1990), "Relationship quality in services selling: an interpersonal influence perspective", Journal of Marketing, Vol. 54, July, pp. 68-81.
25. Davidow, W.H. and Malone, M.S. (1992), The Virtual Corporation, Harper Business, New York, NY.
26. Dawes, P.L., Lee, D.Y. and Dowling, G.R. (1998), "Information control and influence in emergent buying centers", Journal of Marketing, Vol. 62, July, pp. 55-68.
27. DeKimpe, M.G. and Hanssens, D. (1999), "Sustained spending and persistent response: a new look at long term marketing profitability", Journal of Marketing Research, Vol. 36, November, pp. 397-412.
28. DeVellis, R.F. (1991), Scale Development, Sage Publications, Newbury Park, CA.
29. Doney, P.M. and Cannon, J.P. (1997), "An examination of the nature of trust in buyer-seller relationships", Journal of Marketing, Vol. 61, April, pp. 35-51.
30. Dwyer, F.R., Schurr, P.H. and Oh, S. (1987), "Developing buyer-seller relationships", Journal of Marketing, Vol. 51, April, pp. 11-27.
31. Farr, A. and Hollis, N. (1997), "What do you want your brand to be when it grows: big and strong?", Journal of Advertising, December, pp. 23-36.
32. Farris, P.W. and Ailawadi, K.L. (1992), "Retail power: monster or mouse?", Journal of Retailing, Vol. 68 No. 4, pp. 351-69.
33. Frazier, G. (1999), "Organizing and managing channels of distribution", Journal of the Academy of Marketing Science, Vol. 27 No. 2, pp. 184-206.
34. Ganesan, S. (1994), "Determinants of long-term orientation in buyer-seller relationships", Journal of Marketing, Vol. 58, April, pp. 1-19.
35. Ganesan, S. and Hess, R. (1996), "Dimensions and levels of trust: implications for commitment to relationship marketing", Marketing Letters, Vol. 8 No. 4, pp. 439-48.
36. Geyskens, I., Steenkamp, E.M.J.-B. and Kumar, N. (1998), "Generalizations about trust in marketing channel relationships using meta-analysis effects", International Journal of Research in Marketing, Vol. 15, pp. 223-48.
37. Geyskens, I., Steenkamp, E.M.J.-B., Scheer, L.K. and Kumar, N. (1996), "The effects of trust and interdependence on relationship commitment: a trans-Atlantic study", International Journal of Research in Marketing, Vol. 13, pp. 303-17.
38. Geyskens, I., Steenkamp, E.M.J.-B., Scheer, L.K. and Kumar, N. (1999), "A meta-analysis of satisfaction in marketing channel relationships", Journal of Marketing Research, Vol. 36, May, pp. 223-38.
39. Granovetter, M. (1973), "Strength of weak ties", American Journal of Sociology, Vol. 78 No. 6, pp. 1360-86.
40. Granovetter, M. (1985), "Economic action and social structure: the problem of embeddedness", American Journal of Sociology, Vol. 91, November, pp. 481-510.
41. Grayson, K. and Ambler, T. (1998), "The dark side of long term relationships in marketing services", Journal of Marketing Research, Vol. 26, pp. 130-41.
42. Grundlach, G.T., Archol, R.S. and Mentzer, J.T. (1996), "The structure of commitment in exchange", Journal of Marketing, Vol. 59, pp. 78-92.
43. Heeler, R.M., Kerney, M.J. and Mehaffey, B.J. (1973), "Modeling supermarket product selection", Journal of Marketing Research, Vol. 10, February, pp. 34-7.
44. Jap, S.D. and Weitz, B.A. (1996), "Achieving strategic advantages in buyer-supplier relationships", Report No. 96-108, Marketing Science Institute, Cambridge, MA.
45. Kahn, B.E. and McAlister, L. (1997), Grocery Revolution: The New Focus on the Consumer, Addison-Wesley, Reading, MA.
46. Kalwani, M.U. and Narayandas, N. (1995), "Long-term manufacturer-supplier relationships: do they pay off for supplier firms?", Journal of Marketing, Vol. 59, January, pp. 1-16.
47. Kim, K. (1999), "On determinants of joint action in industrial distributor-supplier relationships: beyond economic efficiency", International Journal of Research in Marketing, Vol. 16, pp. 217-36.
48. Kowalski, R.M. (1997), Aversive Interpersonal Behaviors, Plenum Press, New York, NY.
49. Kumar, N. (1996), "The power of trust in manufacturer-retailer relationships", Harvard Business Review, November/December, pp. 93-106.
50. Kumar, N., Sheer, L.K. and Steenkamp, J.B.M. (1995), "The effects of perceived interdependence on dealer attitudes", Journal of Marketing Research, Vol. 32, pp. 348-56.
51. Kumar, N., Stern, L.W. and Achrol, R.S. (1992), "Assessing reseller performance from the perspective of the supplier", Journal of Marketing Research, Vol. 34, May, pp. 238-53.
52. Lancioni, R.A. (2000), "New developments in supply chain management for the millennium", Industrial Marketing Management, Vol. 29, pp. 1-6.
53. Lefkoff-Hagius, R. and Mason, C.H. (1993), "Characteristic, beneficial, and image attributes in consumer judgements of similarity and preference", Journal of Consumer Research, Vol. 20, pp. 100-10.
54. Lemyre, L. and Smith, P.M. (1985), "Intergroup discrimination and self-esteem in the minimal group paradigm", Journal of Personality and Social Psychology, Vol. 49, pp. 660-70.
55. Leonard, D. and Swap, W. (1999), When Sparks Fly, Harvard Business School Press, Boston, MA.
56. Levinthal, D. and Myatt, J. (1994), "Co-evolution of capabilities and industry: the evolution of mutual fund processing", Strategic Management Journal, Vol. 15, pp. 45-62.
57. Liebeskind, J.P., Amalya, L.O., Zucker, Y. and Brewer, M. (1998), "Social networks, learning and flexibility: sourcing scientific knowledge in new biotechnology firms", in Ilinitch, A.Y., Lewin, A. and D'Aveni, R. (Eds), Managing in Times of Disorder: Hypercompetitive Organizational Responses, Sage Publications, Thousand Oaks, CA, pp. 377-404.
58. Litwin, M.S. (1995), How to Measure Survey Reliability and Validity, Sage Publications, Newbury Park, CA.
59. Longman, K.A. (1998), "To build brand equity, it pays to advertise", Journal of Brand Management, Vol. 5 No. 3, pp. 362-6.
60. March, J.G. (1991), "Exploration and exploitation in organizational learning", Organization Science, Vol. 2 No. 1, pp. 71-87.
61. Mintzberg, H. (1984), "Who should control the corporation?", California Management Review, Vol. 27 No. 1, pp. 90-115.
62. Mohr, J.J. and Nevin, J.R. (1990), "Communication strategies in marketing channels: a theoretical perspective", Journal of Marketing, Vol. 54, October, pp. 36-51.
63. Moorman, C., Zaltman, G. and Desphandé, R. (1992), "Relationships between providers and users of market research: the dynamics of trust within and between organizations", Journal of Marketing Research, Vol. 29, August, pp. 314-28.
64. Morgan, R.M. and Hunt, S.D. (1994), "The commitment-trust theory of relationship marketing", Journal of Marketing, Vol. 58, July, pp. 20-38.
65. Murry, J.P. and Heide, J.B. (1998), "Managing promotion program participation within manufacturer-retailer relationships", Journal of Marketing, Vol. 62, pp. 58-68.
66. Nielsen, A.C. (1997), Jaaroverzicht & Productgroepen 1995, A.C. Nielsen, Diemen.
67. Nunnally, J. (1978), Psychometric Theory, McGraw-Hill, New York, NY.
68. Olver, J.M. and Farris, P.W. (1989), "Push and pull: a one-two punch for packaged products", Sloan Management Review, Vol. 31 No. 1, pp. 53-61.
69. Perkins, S.W. and Rao, R.C. (1990), "The role of experience in information use and decision making by marketing managers", Journal of Marketing Research, Vol. 27, February, pp. 1-10.
70. Pfeffer, J. (1978), Organizational Design, Addison-Wesley, Reading, MA.
71. Phillips, L. (1981), "Assessing measurement error in key informant reports: a methodological note on organizational analysis", Journal of Marketing Research, Vol. 18, November, pp. 395-415.
72. Powell, W.W. (1991), "Expanding the scope of institutional analysis", in Powell, W.W. and Dimaggio, P.J. (Eds), The New Institutionalism in Organizational Analysis, The University of Chicago Press, London.
73. Progressive Grocer (1993), "Partners versus profits", Progressive Grocer, December, p. 8.
74. Quelch, J.A. and Harding, D. (1996), "Brands versus private labels: fighting to win", Harvard Business Review, Vol. 74 No. 1, pp. 99-109.
75. Quinn, J. (1998), "Strategic outsourcing: leveraging, knowledge capabilities", Sloan Management Review, Summer, pp. 45-61.
76. Reibstein, D.J. and Farris, P.W. (1995), "Market share and distribution: a generalization, a speculation, and some implications", Marketing Science, Vol. 14 No. 3, pp. g190-g202.
77. Reve, T. and Stern, L.W. (1986), "The relationship between interorganizational form, transaction climate, and economic performance in vertical interfirm dyads", in Pellegrini, L. and Reddy, S. (Eds), Marketing Channels: Relationships and Performance, Lexington Books, Lexington, MA, pp. 75-102.
78. Schalm, E. and Harding, D. (2000), "Winning with the big box retailers", Harvard Business Review, September/October, pp. 26-30.
79. Schrade, M. (2000), Serious Play, Harvard Business School Press, Cambridge, MA.
80. Seabright, M.A., Levinthal, D.A. and Fichman, M. (1992), "Role of individual attachments in the dissolution of interorganizational relationships", Academy of Management Journal, Vol. 35 No. 1, pp. 122-60.
81. Seidler, J. (1974), "On using informants: a technique for collecting quantitative data and controlling for measurement error in organizational analysis", American Sociological Review, Vol. 19, May, pp. 816-31.
82. Shapiro, B.P. and Moriarty, R.T. (1984), Organizing the National Account Force, Marketing Science Institute, Cambridge, MA.
83. Sheer, L.K. and Stern, L.W. (1992), "The effects of influence type and performance outcomes on attitude toward the influencer", Journal of Marketing Research, Vol. 29, February, pp. 128-42.
84. Siguaw, J.A., Simpson, P.M. and Baker, T.L. (1998), "Effects of supplier market orientation on distributor market orientation and the channel relationship: the distributor perspective", Journal of Marketing, Vol. 62, pp. 99-111.
85. Simon, H. (1981), The Sciences of the Artificial, MIT Press, Cambridge, MA.
86. Slywotzky, A.J. and Shapiro, B.P. (1993), "Leveraging to beat the odds: the new marketing mind-set", Harvard Business Review, September/October, pp. 97-107.
87. Stapel, D.A., Koomen, W. and Van der Pligt, J. (1997), "Categories of category accessibility: the impact of trait versus exemplar priming on person judgments", Journal of Experimental Social Psychology, Vol. 33, pp. 44-76.
88. Stapel, D.A., Koomen, W. and Velthuijsen, A.S. (1998), "Assimilation or contrast? Comparison relevance, distinctness, and the impact of accessible information on consumer judgments", Journal of Consumer Psychology, Vol. 7, pp. 1-24.
89. Starbuck, W.H. (1992), "Learning by knowledge intensive firms", Journal of Management Studies, Vol. 29, p. 6.
90. Utterback, J.M. and Abernathy, W.J. (1975), "A dynamic model of process and product innovations", Omega, Vol. 3, pp. 639-56.
91. Varian, H.R. (1999), Intermediate Micro Economics, W.W. Norton & Co., London.
92. Volberda, H.W. (1998), "Toward the flexible form", in Ilinitch, A.Y., Lewin, A. and D'Aveni, R. (Eds), Managing in Times of Disorder: Hypercompetitive Organizational Responses, Sage Publications, Thousand Oaks, CA, pp. 267-96.
93. Von Hippel, E. (1994), "'Sticky information' and the locus of problem solving: implications for innovation", Management Science, Vol. 40, pp. 429-39.
94. Ward, S. and Webster, F.E. (1991), "Organizational buying behavior", in Robertson, T.S. and Kassarjian, H.H. (Eds), Handbook of Consumer Behavior, Prentice-Hall, Englewood Cliffs, NJ.
95. Wegner, E. (1998), Communities of Practice, Cambridge University Press, Cambridge.
96. Weitz, B.A., Castleberry, S.B. and Tanner, J.F. (1992), Selling: Building Partnerships, Irwin, Homewood, IL.
97. Woodruff, R.B. (1997), "Customer value: the next source for competitive advantage", Journal of the Academy of Marketing Science, Vol. 25 No. 2, pp. 139-53.
98. Zinkham, G.M., Joachimsthaler, E.A. and Kinnear, C.T. (1987), "Individual differences and marketing decision support systems usage and satisfaction", Journal of Marketing Research, Vol. 24, pp. 208-14.
99. Singh, J. (1995), "Typology of consumer dissatisfaction response styles", Journal of Retailing, Vol. 66, pp. 57-99.