The effect of buyer's perceptions of environmental uncertainty on satisfaction and loyalty

Journal of Marketing Theory and Practice

Volumn 16, Issue 4, 2008, Pages 309-320

  Wood, John ^a  

^a WEST VIRGINIA UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 52749086259     PISSN: 10696679     EISSN: None     Source Type: Journal    
DOI: 10.2753/MTP1069-6679160404     Document Type: Article

References (39)

1. Achrol, Ravi S., and Louis W. Stern (1988), "Environmental Determinants of Decision Making Uncertainty in Marketing Channels," Journal of Marketing Research, 25 (1), 36-50.
2. Achrol, Ravi S., Torger Reve, and Louis W. Stern (1983), "The Environment of Marketing Channel Dyads: A Framework for Comparative Analysis," Journal of Marketing, 47 (4), 55-67.
3. Anderson, Erin, George S. Day, and V. Kasturi Rangan (1997), "Strategic Channel Design," Sloan Management Review, 38 (4), 59-70.
4. Anderson, James C., and David W. Gerbing (1988), "Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach," Psychological Bulletin, 103 (3), 411-423.
5. Anderson, James C., and James A. Narus (1984), "A Model of the Distributor's Perspective of the Distributor-Manufacturer Working Relationship," Journal of Marketing, 48 (Fall), 62-74.
6. 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.
7. Bettman, James R., Mary Frances Luce, and John W. Payne (1998), "Constructive Consumer Choice Processes," Journal of Consumer Research, 25 (3), 187-217.
8. Blau, Peter M. (1964), Exchange and Power in Social Life, New York: John Wiley & Sons.
9. Cannon, Joseph P., and William D. Perreault, Jr. (1999), "Buyer-Seller Relationships in Business Markets," Journal of Marketing Research, 36 (4), 439460.
10. Celly, Kirti, and Gary L. Frazier (1996), "Outcome-Based and Behavior-Based Coordination Efforts in Channel Relationships," Journal of Marketing Research, 33 (2), 200-210.
11. Dickson, Pat H., and Mark K. Weaver (1997), "Environmental Determinants and Individual-Level Moderators of Alliance Use," Academy of Management Journal, 40 (2), 404-425.
12. Duncan, Robert B. (1972), "Characteristics of Organizational Environments and Perceived Environmental Uncertainty," Administrative Science Quarterly, 17 (3), 313-327.
13. Dwyer, F. Robert, and Sejo Oh (1987), "Output Sector Munificence Effects on the Internal Political Economy of Marketing Channels," Journal of Marketing Research, 24 (4), 347-359.
14. Fornell, Claes, and David F. Larcker (1981), "Evaluating Structural Equation Models with Unobservable Variables and Measurement Error," Journal of Marketing Research, 18 (February), 39-50.
15. Frazier, Gary L. (1983), "Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective," Journal of Marketing, 47 (4), 68-78.
16. Ganesan, Shankar (1994), "Determinants of Long-Term Orientation in Buyer-Seller Relationships," Journal of Marketing, 58 (2), 1-12.
17. Geyskens, Inge, Jan-Benedict E.M. Steenkamp, and Nirmalya Kumar (1999), "A Meta-Analysis of Satisfaction in Marketing Channel Relationships," Journal of Marketing Research, 36 (2), 223-238.
18. Hu, Li-tze, and Peter M. Bentler (1999), "Cut-Off Criteria for Fit Indexes in Covariance Structure Analysis: Conventional Criteria Versus New Alternatives," Structural Equation Modeling, 6 (1), 1-55.
19. Iyer, Gopalkrishnan R. (1996), "Strategic Decision Making in Industrial Procurement: Implications for Buying Decision Approaches and Buyer-Seller Relationships," Journal of Business and Industrial Marketing, 11 (3-4), 80-93.
20. Jacoby, Jacob J., James J. jaccard, Imran Currim, Alfred Kuss, Asim Ansari, and Tracy Troutman (1994), "Tracing the Impact of Item-by-Item Information Accessing on Uncertainty Reduction," Journal of Consumer Research, 21 (2), 291-303.
21. Johnson, Julie T., Hiram C. Barksdale, Jr., and James S. Boles (2001), "The Strategic Role of the Salesperson in Reducing Customer Defection in Business Relationships," Journal of Personal Selling & Sales Management, 21, 2 (Spring), 123-135.
22. Johnston, Wesley J., and Thomas V. Bonoma (1981), "The Buying Center: Structure and Interaction Patterns," Journal of Marketing, 45 (3), 143-157.
23. Jöreskog, Karl G., and Dag Sörbom (1996), LISREL 8: User's Reference Guide, Chicago: Scientific Software International.
24. Jöreskog, Karl G., and Dag Sörbom (2001), LISREL, Chicago: Scientific Software International.
25. Khatibi, Abod Ali, Ismail Hishamuddin, and Venu Thyagarajan (2002), "What Drives Customer Loyalty: An Analysis from the Telecommunications Industry," Journal of Targeting, Measurement and Analysis for Marketing, 11 (1), 34-44.
26. McCabe, Donald L. (1987), "Buying Group Structure: Constriction at the Top," Journal of Marketing, 51 (4), 89-98.
27. Moorthy, Sridhar, Brian T. Ratchford, and Debabrata Talukdar (1997), "Consumer Information Search Revisited: Theory and Empirical Analysis," Journal of Consumer Research, 23 (4), 263-277.
28. Noordewier, Thomas G., George John, and John R. Nevin (1990), "Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships," Journal of Marketing, 54 (4), 80-93.
29. Nowak, Linda I., and Judith H. Washburn (1998), "Antecedents to Client Satisfaction in Business Services," Journal of Services Marketing, 12 (6), 441-454.
30. Otnes, Cele, Tina M. Lowery, and L.J. Schrum (1997), "Toward an Understanding of Consumer Ambivalence," Journal of Consumer Research, 24 (3), 319-334.
31. Payne, John W., James R. Bettman, and Eric J. Johnson (1992), "Behavioral Decision Research: A Constructive Processing Perspective," Annual Review of Psychology, 43, 87-131.
32. Pfeffer, Jeffrey, and Gerald Salancik (1978), The External Control of Organizations: A Resource Dependence Perspective, New York: Harper and Row.
33. Ping, Robert A., Jr. (1994), "Does Satisfaction Moderate the Association Between Alternative Attractiveness and Exit Intention in a Marketing Channel?" Academy of Marketing Science Journal, 22 (4), 364-372.
34. Puto, Christopher P., Wesley F. Patten, III, and Ronald H. King (1985), "Risk Handling Strategies in Industrial Vendor Selection Decisions," Journal of Marketing, 49 (1), 89-100.
35. Spekman, Robert E., and Louis W. Stern (1979), "Environmental Uncertainty and Buying Group Structure: An Empirical Investigation," Journal of Marketing, 43 (2), 54-64.
36. Stern, Louis W., and Torger Reve (1980), "Distribution Channels as Political Economies: A Framework for Comparative Analysis," Journal of Marketing, 44 (3), 52-64.
37. Thibaut, John W., and Harold H. Kelley (1959), The Social Psychology of Groups, New York: Wiley.
38. Williamson, Oliver E. (1996), "Transaction Cost Economics and the Carnegie Connection," Journal of Economic Behavior & Organization, 31 (2), 149-155.
39. Zeithaml, Valarie A. (2000), "Service Quality, Profitability, and the Economic Worth of Customers: What We Know and What We Need to Learn," Academy of Marketing Science Journal, 28 (1), 67-85.