메뉴 건너뛰기




Volumn 14, Issue 1, 2004, Pages 101-127

Relationships in franchised distribution system: The case of the spanish market

Author keywords

Commitment; Distribution; Franchising; Spain; Structural equations model; Trust

Indexed keywords


EID: 70449687258     PISSN: 09593969     EISSN: 14664402     Source Type: Journal    
DOI: 10.1080/0959396032000154329     Document Type: Article
Times cited : (17)

References (68)
  • 1
    • 0002128929 scopus 로고    scopus 로고
    • An experimental investigation of satisfaction and commitment in marketing channels: The role of trust and dependence
    • Andaleeb, SS. 1996. An experimental investigation of satisfaction and commitment in marketing channels: the role of trust and dependence. Journal of Retailing, 72 (1): pp. 77–93
    • (1996) Journal of Retailing , vol.72 , Issue.1 , pp. 77-93
    • Andaleeb, S.S.1
  • 2
    • 0000846977 scopus 로고
    • Dependence relations and the moderating role of trust: Implications for behavioural intentions in marketing channels
    • Andaleeb, SS. 1995. Dependence relations and the moderating role of trust: implications for behavioural intentions in marketing channels. International Journal of Research in Marketing, 12 (2): pp. 157–172
    • (1995) International Journal of Research in Marketing , vol.12 , Issue.2 , pp. 157-172
    • Andaleeb, S.S.1
  • 4
    • 41649112685 scopus 로고
    • Structural modeling in practice: A review and recommended two-step approach
    • Anderson, JC, and Gerbing, DW. 1988. Structural modeling in practice: a review and recommended two-step approach. Psychological Bulletin, 103 (3): pp. 411–423
    • (1988) Psychological Bulletin , vol.103 , Issue.3 , pp. 411-423
    • Anderson, J.C.1    Gerbing, D.W.2
  • 5
  • 6
    • 0002672359 scopus 로고
    • A model of distributor firm and marketing firm working partnerships
    • Anderson, JC, and Narus, JA. 1990. A model of distributor firm and marketing firm working partnerships. Journal of Marketing, 54 (January): pp. 42–58
    • (1990) Journal of Marketing , vol.54 , pp. 42-58
    • Anderson, J.C.1    Narus, J.A.2
  • 7
    • 0000906501 scopus 로고
    • The use of pledges to build and sustain commitment in distribution channels
    • Anderson, E, and Weitz, B. 1992. The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research, XXIX (February): pp. 18–34
    • (1992) Journal of Marketing Research , vol.29 , pp. 18-34
    • Anderson, E.1    Weitz, B.2
  • 8
    • 0000505474 scopus 로고
    • Determinants of continuity in conventional industrial channel dyads
    • Anderson, E, and Weitz, B. 1989. Determinants of continuity in conventional industrial channel dyads. Marketing Science, 8 (4): pp. 310–323
    • (1989) Marketing Science , vol.8 , Issue.4 , pp. 310-323
    • Anderson, E.1    Weitz, B.2
  • 9
    • 0036021509 scopus 로고    scopus 로고
    • When does trust matter?. Antecedents and contingent effects of supervisee trust on performance in selling new products in China and the United States
    • Atuahene-Gima, K, and Li, H. 2002. When does trust matter?. Antecedents and contingent effects of supervisee trust on performance in selling new products in China and the United States. Journal of Marketing, 66 (July): pp. 61–81
    • (2002) Journal of Marketing , vol.66 , pp. 61-81
    • Atuahene-Gima, K.1    Li, H.2
  • 13
    • 0030376639 scopus 로고    scopus 로고
    • Business network and cooperation in international business relationships
    • Blankenburg, D, Eriksson, K, and Johanson, J. 1996. Business network and cooperation in international business relationships. Journal of International Business Studies, 27 (5) (special issue): pp. 1033–1053
    • (1996) Journal of International Business Studies , vol.27 , pp. 1033-1053
    • Blankenburg, D.1    Eriksson, K.2    Johanson, J.3
  • 14
    • 0000779426 scopus 로고
    • Power and relationship commitment: Their impact on marketing channel member performance
    • Brown, J, Lusch, R, and Nicholson, C. 1995. Power and relationship commitment: their impact on marketing channel member performance. Journal of Retailing, 71 (4): pp. 363–392
    • (1995) Journal of Retailing , vol.71 , Issue.4 , pp. 363-392
    • Brown, J.1    Lusch, R.2    Nicholson, C.3
  • 16
    • 0003056894 scopus 로고
    • Relationship quality in services selling: An interpersonal influence perspective
    • July
    • Crosby LA, Evans KR, Coles D, 1990 Relationship quality in services selling: an interpersonal influence perspective Journal of Marketing 54 (July) pp. 68–81
    • (1990) Journal of Marketing , vol.54 , pp. 68-81
    • Crosby, L.A.1    Evans, K.R.2    Coles, D.3
  • 17
    • 0033247743 scopus 로고    scopus 로고
    • An empirical investigation of ex post transaction costs in franchised distribution channels
    • Dahlstrom, R, and Nygaard, A. 1999. An empirical investigation of ex post transaction costs in franchised distribution channels. Journal of Marketing Research, 36 (2): pp. 160–170
    • (1999) Journal of Marketing Research , vol.36 , Issue.2 , pp. 160-170
    • Dahlstrom, R.1    Nygaard, A.2
  • 18
    • 0002892395 scopus 로고
    • An exploratory investigation of interpersonal trust in new and mature market economies
    • Dahlstrom, R, and Nygaard, A. 1995. An exploratory investigation of interpersonal trust in new and mature market economies. Journal of Retailing, 71 (4): pp. 339–361
    • (1995) Journal of Retailing , vol.71 , Issue.4 , pp. 339-361
    • Dahlstrom, R.1    Nygaard, A.2
  • 19
    • 0031502147 scopus 로고    scopus 로고
    • An examination of the nature of trust in buyer-seller relationships
    • Doney, P, and Cannon, J. 1997. An examination of the nature of trust in buyer-seller relationships. Journal of Marketing, 61 (April): pp. 35–51
    • (1997) Journal of Marketing , vol.61 , pp. 35-51
    • Doney, P.1    Cannon, J.2
  • 20
    • 0032369532 scopus 로고    scopus 로고
    • The role of relationship quality in the stratification of vendors as perceived by customers
    • Dorsch, M, Swanson, S, and Kelley, S. 1998. The role of relationship quality in the stratification of vendors as perceived by customers. Journal of the Academy of Marketing Science, 26 (2): pp. 128–142
    • (1998) Journal of the Academy of Marketing Science , vol.26 , Issue.2 , pp. 128-142
    • Dorsch, M.1    Swanson, S.2    Kelley, S.3
  • 21
    • 0001107022 scopus 로고
    • Output sector munificence effects on the internal political economy of marketing channels
    • Dwyer, FR, and Oh, S. 1987. Output sector munificence effects on the internal political economy of marketing channels. Journal of Marketing Research, 24 (November): pp. 347–358
    • (1987) Journal of Marketing Research , vol.24 , pp. 347-358
    • Dwyer, F.R.1    Oh, S.2
  • 22
    • 0001932429 scopus 로고
    • Developing buyer-seller relationships
    • Dwyer, F, Schurr, P, and Oh, S. 1987. Developing buyer-seller relationships. Journal of Marketing, 51 (April): pp. 11–27
    • (1987) Journal of Marketing , vol.51 , pp. 11-27
    • Dwyer, F.1    Schurr, P.2    Oh, S.3
  • 23
    • 0002136873 scopus 로고
    • Sources and types of intra-channel conflict
    • Etgar, M. 1979. Sources and types of intra-channel conflict. Journal of Retailing, 55 (spring): pp. 61–78
    • (1979) Journal of Retailing , vol.55 , pp. 61-78
    • Etgar, M.1
  • 24
    • 21744448471 scopus 로고
    • Determinants of long-term orientation in buyer-seller relationships
    • Ganesan, S. 1994. Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 58 (2): pp. 1–19
    • (1994) Journal of Marketing , vol.58 , Issue.2 , pp. 1-19
    • Ganesan, S.1
  • 25
    • 0033423162 scopus 로고    scopus 로고
    • The different roles of satisfaction, trust and commitment in customer relationships
    • Garbarino, E, and Johnson, M. 1999. The different roles of satisfaction, trust and commitment in customer relationships. Journal of Marketing, 63 (April): pp. 70–87
    • (1999) Journal of Marketing , vol.63 , pp. 70-87
    • Garbarino, E.1    Johnson, M.2
  • 27
    • 0030138549 scopus 로고    scopus 로고
    • Cooperative arrangements among entrepreneurs: An analysis of opportunism and communication in franchise structures
    • Gassenheimer, J, Baucus, D, and Baucus, M. 1996. Cooperative arrangements among entrepreneurs: an analysis of opportunism and communication in franchise structures. Journal of Business Research, 36 (1): pp. 67–79
    • (1996) Journal of Business Research , vol.36 , Issue.1 , pp. 67-79
    • Gassenheimer, J.1    Baucus, D.2    Baucus, M.3
  • 28
    • 0033468720 scopus 로고    scopus 로고
    • A meta- analysis of satisfaction in marketing channel relationship
    • Geykens, I, Steenkamp, JB, and Kumar, N. 1999. A meta- analysis of satisfaction in marketing channel relationship. Journal of Marketing Research, XXXVI (May): pp. 223–238
    • (1999) Journal of Marketing Research , vol.36 , pp. 223-238
    • Geykens, I.1    Steenkamp, J.B.2    Kumar, N.3
  • 29
    • 0001172764 scopus 로고    scopus 로고
    • Generalizations about trust in marketing channel relationships using meta-analysis
    • Geykens, I, Steenkamp, JB, and Kumar, N. 1998. Generalizations about trust in marketing channel relationships using meta-analysis. International Journal of Research in Marketing, 15 (3): pp. 223–248
    • (1998) International Journal of Research in Marketing , vol.15 , Issue.3 , pp. 223-248
    • Geykens, I.1    Steenkamp, J.B.2    Kumar, N.3
  • 32
    • 0036213596 scopus 로고    scopus 로고
    • Two sides to attitudinal commitment: The effect of calculative commitment and loyalty commitment on enforcement mechanisms in distribution channels
    • Gilliland, D, and Bello, D. 2002. Two sides to attitudinal commitment: the effect of calculative commitment and loyalty commitment on enforcement mechanisms in distribution channels. Journal of the Academy of Marketing Science, 30 (1): pp. 24–43
    • (2002) Journal of the Academy of Marketing Science , vol.30 , Issue.1 , pp. 24-43
    • Gilliland, D.1    Bello, D.2
  • 33
    • 85107963557 scopus 로고
    • The structure of commitment in exchange
    • Gundlach, G, Achrol, R, and Mentzer, J. 1995. The structure of commitment in exchange. Journal of Marketing, 59 (January): pp. 78–92
    • (1995) Journal of Marketing , vol.59 , pp. 78-92
    • Gundlach, G.1    Achrol, R.2    Mentzer, J.3
  • 34
    • 21344487054 scopus 로고
    • Ethical and legal foundations of relational marketing exchanges
    • Gundlach, G, and Murphy, P. 1993. Ethical and legal foundations of relational marketing exchanges. Journal of Marketing, 57 (October): pp. 35–46
    • (1993) Journal of Marketing , vol.57 , pp. 35-46
    • Gundlach, G.1    Murphy, P.2
  • 36
    • 85066185484 scopus 로고
    • Relationship and competitive Streght
    • H. Hakansson (ed), (Chichester: John Wiley and Sons
    • Hakansson H, 1982 Relationship and competitive Streght in H. Hakansson (ed) International Marketing and Purchasing Of Industrial Goods pp. 381–394 (Chichester: John Wiley and Sons)
    • (1982) International Marketing and Purchasing Of Industrial Goods , pp. 381-394
    • Hakansson, H.1
  • 37
    • 0002178137 scopus 로고
    • Do norms matter in marketing relationships?
    • Heide, JM, and John, G. 1992. Do norms matter in marketing relationships?. Journal of Marketing, 56 (April): pp. 32–44
    • (1992) Journal of Marketing , vol.56 , pp. 32-44
    • Heide, J.M.1    John, G.2
  • 38
    • 0037495090 scopus 로고    scopus 로고
    • An exploration of the moderating role of buyer corporate culture in industrial buyer-seller relationships
    • Hewett, K, Money, B, and Sharma, S. 2002. An exploration of the moderating role of buyer corporate culture in industrial buyer-seller relationships. Journal of the Academy of Marketing Science, 30 (3): pp. 229–239
    • (2002) Journal of the Academy of Marketing Science , vol.30 , Issue.3 , pp. 229-239
    • Hewett, K.1    Money, B.2    Sharma, S.3
  • 39
    • 0035601866 scopus 로고    scopus 로고
    • Dependence, trust, and relational behaviour on the part of foreign subsidiary marketing operations: Implications for managing global marketing operations
    • Hewett, K, and Bearden, W. 2001. Dependence, trust, and relational behaviour on the part of foreign subsidiary marketing operations: implications for managing global marketing operations. Journal of Marketing, 65 (October): pp. 51–66
    • (2001) Journal of Marketing , vol.65 , pp. 51-66
    • Hewett, K.1    Bearden, W.2
  • 40
    • 0033236257 scopus 로고    scopus 로고
    • Pie-expansion efforts: Collaboration processes in buyer-supplier relationships
    • Jap, SD. 1999. Pie-expansion efforts: collaboration processes in buyer-supplier relationships. Journal of Marketing Research, 36 (November): pp. 461–475
    • (1999) Journal of Marketing Research , vol.36 , pp. 461-475
    • Jap, S.D.1
  • 41
    • 0034341457 scopus 로고    scopus 로고
    • Control mechanisms and the relationship life cycle: Implications for safeguarding specific investments and developing commitment
    • Jap, S, and Ganesan, S. 2000. Control mechanisms and the relationship life cycle: implications for safeguarding specific investments and developing commitment. Journal of Marketing Research, XXXVII (May): pp. 227–245
    • (2000) Journal of Marketing Research , vol.37 , pp. 227-245
    • Jap, S.1    Ganesan, S.2
  • 43
    • 0031257763 scopus 로고    scopus 로고
    • Measurement of distributor commitment in industrial channels of distribution
    • Kim, K, and Frazier, G. 1997. Measurement of distributor commitment in industrial channels of distribution. Journal of Business Research, 40: 139–154.
    • (1997) Journal of Business Research , vol.40 , pp. 139-154
    • Kim, K.1    Frazier, G.2
  • 44
    • 85107907642 scopus 로고
    • The effects of supplier fairness on vulnerable resellers
    • Kumar, N, Scheer, L, and Steenkamp, J. 1995a. The effects of supplier fairness on vulnerable resellers. Journal of Marketing Research, XXXII (February): pp. 54–65
    • (1995) Journal of Marketing Research , vol.32 , pp. 54-65
    • Kumar, N.1    Scheer, L.2    Steenkamp, J.3
  • 45
    • 85107738918 scopus 로고
    • The effects of perceived interdependence on dealer attitudes
    • Kumar, N, Scheer, L, and Steenkamp, J. 1995b. The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research, XXXII (August): pp. 348–356
    • (1995) Journal of Marketing Research , vol.32 , pp. 348-356
    • Kumar, N.1    Scheer, L.2    Steenkamp, J.3
  • 46
    • 0001936732 scopus 로고    scopus 로고
    • Communication in marketing channels: Moderating effects of power structure and relationalism
    • Li, ZG. 1998. Communication in marketing channels: moderating effects of power structure and relationalism. Journal of Marketing Channels, 6 (3/4): pp. 45–71
    • (1998) Journal of Marketing Channels , vol.6 , Issue.3-4 , pp. 45-71
    • Li, Z.G.1
  • 47
    • 0030516173 scopus 로고    scopus 로고
    • Interdependency, contracting, and relational behaviour in marketing channels
    • Lusch, R, and Brown, J. 1996. Interdependency, contracting, and relational behaviour in marketing channels. Journal of Marketing, 60 (October): 19–38.
    • (1996) Journal of Marketing , vol.60 , pp. 19-38
    • Lusch, R.1    Brown, J.2
  • 48
    • 85066213830 scopus 로고    scopus 로고
    • La cooperación con los proveedores: Razones y factores de éxito y fracaso. Aplicación al caso de los sectores tradicionales en la industria de Alicante
    • Zaragoza (Spain), September 16–18
    • Marco B, García F, 2001 La cooperación con los proveedores: razones y factores de éxito y fracaso. Aplicación al caso de los sectores tradicionales en la industria de Alicante Proceedings of XI Congreso Nacional de ACEDE Zaragoza (Spain), September 16–18
    • (2001) Proceedings of XI Congreso Nacional de ACEDE
    • Marco, B.1    García, F.2
  • 49
    • 0030522029 scopus 로고    scopus 로고
    • Collaborative communication in interfirm relationships: Moderating effects of integration and control
    • Mohr, J, Fisher, R, and Nevin, J. 1996. Collaborative communication in interfirm relationships: moderating effects of integration and control. Journal of Marketing, 60 (October): pp. 36–51
    • (1996) Journal of Marketing , vol.60 , pp. 36-51
    • Mohr, J.1    Fisher, R.2    Nevin, J.3
  • 50
    • 0001460912 scopus 로고
    • Communications flows in distribution channels: Impact on assessments of communications quality and satisfaction
    • Mohr, J, and Sohi, RS. 1995. Communications flows in distribution channels: impact on assessments of communications quality and satisfaction. Journal of Retailing, 71 (4): pp. 393–416
    • (1995) Journal of Retailing , vol.71 , Issue.4 , pp. 393-416
    • Mohr, J.1    Sohi, R.S.2
  • 51
    • 84989085629 scopus 로고
    • Characteristics of partnership success: Partnership attributes, communications behaviour and conflict resolution techniques
    • Mohr, J, and Spekman, R. 1994. Characteristics of partnership success: partnership attributes, communications behaviour and conflict resolution techniques. Strategic Management Journal, 15 (2): 135–152.
    • (1994) Strategic Management Journal , vol.15 , Issue.2 , pp. 135-152
    • Mohr, J.1    Spekman, R.2
  • 52
    • 0001154055 scopus 로고
    • Relationships between providers and users of market research: The dynamics of trust within and between organizations
    • Moorman, C, Zaltman, G, and Deshpande, R. 1992. Relationships between providers and users of market research: The dynamics of trust within and between organizations. Journal of Marketing Research, 29 (August): pp. 314–328
    • (1992) Journal of Marketing Research , vol.29 , pp. 314-328
    • Moorman, C.1    Zaltman, G.2    Deshpande, R.3
  • 53
    • 0039656230 scopus 로고
    • Factors affecting trust in market research relationship
    • Moorman, C, Deshpande, R, and Zaltman, G. 1993. Factors affecting trust in market research relationship. Journal of Marketing, 57 (January): pp. 81–101
    • (1993) Journal of Marketing , vol.57 , pp. 81-101
    • Moorman, C.1    Deshpande, R.2    Zaltman, G.3
  • 54
    • 21344475322 scopus 로고
    • The commitment–trust theory of relationship marketing
    • Morgan, R, and Hunt, S. 1994. The commitment–trust theory of relationship marketing. Journal of Marketing, 58 (July): pp. 20–38
    • (1994) Journal of Marketing , vol.58 , pp. 20-38
    • Morgan, R.1    Hunt, S.2
  • 56
    • 0003116555 scopus 로고
    • Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships
    • Noordewier, T, John, G, and Nevin, J. 1990. Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships. Journal of Marketing, 54 (October): pp. 80–93
    • (1990) Journal of Marketing , vol.54 , pp. 80-93
    • Noordewier, T.1    John, G.2    Nevin, J.3
  • 60
    • 0000642239 scopus 로고
    • The effect of influence type and performance outcomes on attitude toward the influencer
    • Scheer, L, and Stern, LW. 1992. The effect of influence type and performance outcomes on attitude toward the influencer. Journal of Marketing Research, 29: pp. 128–142
    • (1992) Journal of Marketing Research , vol.29 , pp. 128-142
    • Scheer, L.1    Stern, L.W.2
  • 61
    • 0032394068 scopus 로고    scopus 로고
    • Effects of supgslier market orientation on distributor market orientation and the channel relationship: The distributor perspective
    • Siguaw, J, Simpson, P, and Baker, T. 1998. Effects of supgslier market orientation on distributor market orientation and the channel relationship: the distributor perspective. Journal of Marketing, 62 (July): pp. 99–111
    • (1998) Journal of Marketing , vol.62 , pp. 99-111
    • Siguaw, J.1    Simpson, P.2    Baker, T.3
  • 62
    • 0031184907 scopus 로고    scopus 로고
    • Relationship management: A call for fewer influence attempts
    • Simpson, JT, and Mayo, DT. 1997. Relationship management: a call for fewer influence attempts. Journal of Business Research, 39: pp. 209–218
    • (1997) Journal of Business Research , vol.39 , pp. 209-218
    • Simpson, J.T.1    Mayo, D.T.2
  • 63
    • 0036001754 scopus 로고    scopus 로고
    • Consumer trust, value, and loyalty in relational exchanges
    • Sirdeshmukh, D, Singh, J, and Sabol, B. 2002. Consumer trust, value, and loyalty in relational exchanges. Journal of Marketing, 66 (January): pp. 15–37
    • (2002) Journal of Marketing , vol.66 , pp. 15-37
    • Sirdeshmukh, D.1    Singh, J.2    Sabol, B.3
  • 64
    • 0031539651 scopus 로고    scopus 로고
    • The effects of organizational differences and trust on the effectiveness of selling partner relationships
    • Smith, J, and Barclay, D. 1997. The effects of organizational differences and trust on the effectiveness of selling partner relationships. Journal of Marketing, 61 (January): pp. 3–21
    • (1997) Journal of Marketing , vol.61 , pp. 3-21
    • Smith, J.1    Barclay, D.2
  • 65
    • 0030242208 scopus 로고    scopus 로고
    • Toward a theory of conflict in the franchise system
    • Spinelli, S, and Birley, S. 1996. Toward a theory of conflict in the franchise system. Journal of Business Venturing, 11 (5): pp. 329–342
    • (1996) Journal of Business Venturing , vol.11 , Issue.5 , pp. 329-342
    • Spinelli, S.1    Birley, S.2
  • 67
    • 0038509087 scopus 로고    scopus 로고
    • The effect of relational constructs on customer referrals and number of services purchased from a multiservice provider: Does age of relationship matter?
    • Verhoef, P, Franses, P, and Hoekstra, J. 2002. The effect of relational constructs on customer referrals and number of services purchased from a multiservice provider: Does age of relationship matter?. Journal of the Academy of Marketing Science, 30 (3): pp. 202–216
    • (2002) Journal of the Academy of Marketing Science , vol.30 , Issue.3 , pp. 202-216
    • Verhoef, P.1    Franses, P.2    Hoekstra, J.3
  • 68
    • 77951511906 scopus 로고
    • An integrated model of buyer-seller relationships
    • Wilson, D. 1995. An integrated model of buyer-seller relationships. Journal of the Academy of Marketing Science, 23 (4): pp. 335–345
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.4 , pp. 335-345
    • Wilson, D.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.