A contingency model of supplier-reseller satisfaction perceptions in distribution channels

Journal of Marketing Channels

Volumn 8, Issue 1-2, 2001, Pages 65-90

  Johnson, Carol J ^a   Krapfel, Robert E ^b   Grimm, Curtis M ^b  

^a UNIVERSITY OF DENVER   (United States)

^b UNIVERSITY OF MARYLAND   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 33845779250     PISSN: 1046669X     EISSN: 15407039     Source Type: Journal    
DOI: 10.1300/J049v08n01_04     Document Type: Article

References (48)

1. Achrol, Ravi Singh, Torger Reve, and Louis W. Stern (1983), “The Environment of Marketing Channel Dyads: A Framework for Comparative Analysis,” Journal of Marketing, 47 (Fall), 55-67.
2. Achrol, Ravi S. and Louis W. Stern (1988), “Environmental Determinants of Decision-Making Uncertainty in Marketing Channels,” Journal of Marketing Research, 25 (February), 36-50.
3. Ailawadi, Kusum L., Norm Borin, and Paul W. Farris (1995), “Market Power and Performance: A Cross-Industry Analysis of Manufacturers and Retailers,” Journal of Retailing, 71 (3), 211-248.
4. Amit, R., I. Domowitz, and C. Fershtman (1988), “Thinking One Step Ahead: The Use of Conjectures in Competitor Analysis,” Strategic Management Journal, 9, 431-442.
5. Anderson, James C. and James A. Narus (1984), “A Model of the Distributor’s Perspective of Distributor-Manufacturer Working Relationships,” Journal of Marketing, 48 (Fall), 62-74.
6. Bearden, William O. and Jesse E. Teel (1993), “Some Determinants of Consumer Satisfaction and Complaint Reports,” Journal of Marketing Research, 20 (February), 21-28.
7. Bowen, David E., Caren Siehl, and Benjamin Schneider (1989), “A Framework for Analyzing Customer Service Orientations in Manufacturing,” Academy of Management Review, 14 (1), 75-95.
8. Chen, Ming-Jer (1996), “Competitor Analysis and Interfirm Rivalry: Toward a Theoretical Integration,” Academy of Management Review, 21 (1), 100-134.
9. Churchill, Gilbert A. and Carol Surprenant (1982), “An Investigation into the Determinants of Consumer Satisfaction,” Journal of Marketing Research, 19 (November), 491-504.
10. Dickinson, Roger A. (1974), Retail Management: A Channels Approach, Belmont, CA: Wadsworth Publishing Company.
11. Dwyer, F. Robert, Paul H. Schurr, and Sejo Oh (1987), “Developing Buyer-Seller Relationships,” Journal of Marketing, 51 (April), 11-27.
12. Dwyer, F. Robert and M. Ann Welsh (1985), “Environmental Relationships of the Internal Political Economy of Marketing Channels,” Journal of Marketing Research, 22 (November), 397-414.
13. Edwards, Jeffrey R. (1994), “Regression Analysis as an Alternative to Difference Scores,” Journal of Management, 20 (3), 683-689.
14. El-Ansary, Adel L. and Louis W. Stern (1972), “Power Measurement in the Distribution Channel,” Journal of Marketing Research, 9 (February), 47-52.
15. Emerson, Carol J. and Curtis M. Grimm (1996), “Logistics and Marketing Customer Service: An Empirical Test of the Mentzer, Gomes, and Krapfel Model,” International Journal of Physical Distribution and Logistics Management, 26 (9), 29-42.
16. Emerson, Richard M. (1962), “Power Dependence Relations,” American Sociological Review, 27 (February), 31-41.
17. Etgar, Michael (1976), “Channel Domination and Countervailing Power in Distributive Channels,” Journal of Marketing Research, 13 (August), 254-62.
18. Frazier, Gary L. (1983), “Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective,” Journal of Marketing, 47 (Fall), 68-78.
19. Frazier, Gary L. and Kersi D. Antia (1995), “Exchange Relationships and Interfirm Power in Channels of Distribution,” Journal of the Academy of Marketing Science, 23 (4), 321-6.
20. French, J.R.P. and B. Raven (1957), “The Bases of Social Power,” in D. Cartwright, ed., Studies in Social Power, Ann Arbor, MI: The University of Michigan Press, 612-613.
21. Galunic, D.C. and K.M. Eisenhardt (1994), “Renewing the Strategy-Structure-Performance Paradigm,” Research in Organizational Behavior, 16, 215-55.
22. Gaski, John F. (1984), “The Theory of Power and Conflict in Channels of Distribution,” Journal of Marketing, 48 (Summer), 9-29.
23. Hambrick, Donald C. and David Lei (1985), “Toward an Empirical Prioritization of Contingency Variables for Business Strategy,” Academy of Management Journal, 28 (4), 763-788.
24. Han, Sang-Lin, David T. Wilson, and Shirish P. Dant (1993), “Buyer-Supplier Relationships Today,” Industrial Marketing Management, 22, 331-338.
25. Hatten, Kenneth J., Dan E. Schendel, and Arnold C. Cooper (1978), “A Strategic Model of the U.S. Brewing Industry: 1952-1971,” Academy of Management Journal, 21 (4), 592-610.
26. Hofer, C.W. (1975), “Toward a Contingency Theory of Business Strategy,” Academy of Management Journal, 18, 784-810.
27. Hunt, Shelby B. and John A. Nevin (1974), “Power in Channels of Distribution: Sources and Consequences,” Journal of Marketing Research, 11 (May), 186-93.
28. Mentzer, John T., Roger Gomes, and Robert E. Krapfel, Jr. (1989), “Physical Distribution Service: A Fundamental Marketing Concept?” Journal of the Academy of Marketing Science, 17 (1), 53-62.
29. Miles, R. and C. Snow (1978), Organizational Strategy, Structure, and Process, New York, NY: McGraw-Hill.
30. Oliver, Richard (1980), “A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions,” Journal of Marketing Research, 17 (November), 460-9.
31. Oliver, Richard (1981), “Measurement and Evaluation of Satisfaction Processes in Retail Settings,” Journal of Retailing, 57 (Fall), 25-48.
32. Oliver, Richard (1993), “Cognitive, Affective, and Attribute Bases of the Satisfaction Response,” Journal of Consumer Research, 20 (December), 418-30.
33. Parasuraman, A., Leonard L. Berry, and Valarie A. Zeithaml (1993), “More on Improving Service Quality Measurement,” Journal of Retailing, 69 (1), 140-147.
34. Peter, J. Paul, Gilbert A. Churchill, Jr., and Tom J. Brown (1993), “Caution in the Use of Difference Scores in Consumer Research,” Journal of Consumer Research, 19 (March), 655-662.
35. Pfeffer, J. and G.R. Salancik (1978), The External Control of Organizations, New York, NY: Harper & Row.
36. Porter, Michael E. (1979), “How Competitive Forces Shape Strategy,” Harvard Business Review, 57 (March-April), 137-145.
37. Porter, Michael E. (1980), Competitive Strategy, New York, NY: Free Press.
38. Scherer, F.M. and David Ross (1990), Industrial Market Structure and Economic Performance, Boston, MA: Houghton Mifflin Company.
39. Schul, Patrick L. and Emin Babakus (1988), “An Examination of the Interfirm Power-Conflict Relationship: The Intervening Role of the Channel Decision Structure,” Journal of Retailing, 64 (4), 381-404.
40. Stern, Louis W. and Adel I. El-Ansary (1992), Marketing Channels, 4th ed., Englewood Cliffs, NJ: Prentice Hall.
41. Stern, Louis W. and Torger Reve (1980), “Distribution Channels as Political Economies: A Framework for Comparative Analysis,” Journal of Marketing, 44 (Summer), 52-64.
42. Teas, R. Kenneth (1993), “Expectations, Performance Evaluation, and Consumers’ Perceptions of Quality,” Journal of Marketing, 57 (October), 18-34.
43. Thibaut, J.W. and H.H. Kelley (1959), The Social Psychology of Groups, New York, NY: John Wiley.
44. Tisak, John and Carla S. Smith (1994), “Defending and Extending Difference Score Methods,” Journal of Management, 20 (3), 675-682.
45. Tse, David K. and Peter C. Wilton (1988), “Models of Consumer Satisfaction Formation: An Extension,” Journal of Marketing Research, 25 (May), 204-212.
46. Tucker, Frances Gaither (1980), “Customer Service in a Channel of Distribution: The Case of the Manufacturer-Wholesaler-Drug Retailer Channel in the Prescription Drug Industry,” Dissertation, The Ohio State University at Columbus.
47. Wilson, David T. (1995), “An Integrated Model of Buyer-Seller Relationships,” Journal of the Academy of Marketing Science, 23 (4), 335-45.
48. Zeithaml, Carl P. and Valarie A. Zeithaml (1984), “Environmental Management: Revising the Marketing Perspective,” Journal of Marketing, 48 (Spring), 46-53.