Control-based channel governance and relative dependence

Journal of the Academy of Marketing Science

Volumn 38, Issue 4, 2010, Pages 441-455

  Gilliland, David I ^a,b   Bello, Daniel C ^c   Gundlach, Gregory T ^d,e  

^a Department of Ecosystem Science and Sustainability   (United States)

^b ASTON UNIVERSITY   (United Kingdom)

^c GEORGIA STATE UNIVERSITY   (United States)

^d American Antitrust Institute   (United States)

^e UNIVERSITY OF NORTH FLORIDA   (United States)

Author keywords

Conflict; Control; Coordination; Dependence; Distribution channels; Governance

Indexed keywords

EID: 77955090320     PISSN: 00920703     EISSN: None     Source Type: Journal    
DOI: 10.1007/s11747-009-0183-8     Document Type: Article

References (64)

1. Aiken, L. S., & West, S. G. (1991). Multiple regression: Testing and interpreting interactions. Newbury Park: Sage.
2. Akerlof, G. A., & Kranton, R. E. (2005). Identity and the economics of organizations. Journal of Economic Perspectives, 19, 9-33.
3. Al-Najjar, N. I. (1995). Incomplete contracts and the governance of complex contractual relationships. AEA Papers and Proceedings, 85, 432-436.
4. Anderson, E., & Weitz, B. (1992). The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research, 29, 18-34.
5. Antia, K. D., & Frazier, G. L. (2001). The severity of contract enforcement in interfirm channel relationships. Journal of Marketing, 65, 67-81.
6. Antia, K. D., Bergen, M. E., Dutta, S., & Fisher, R. J. (2006). How does enforcement deter grey marketing incidence. Journal of Marketing, 70, 92-106.
7. Bello, D. C., & Gilliland, D. I. (1997). The effect of output controls, process controls, and flexibility on export channel performance. Journal of Marketing, 61, 22-38.
8. Benabou, R., & Tirole, J. (2003). Intrinsic and extrinsic motivation. The Review of Economic Studies, 70, 489-520.
9. Bergen, M., Dutta, S., & Walker, O. C. (1992). Agency relationships in marketing: a review of the implications and applications of agency and related theories. Journal of Marketing, 56, 1-24.
10. Black, D. (1998). The social structure of right and wrong. San Diego: Academic.
11. Boyle, B., Dwyer, F. R., Robicheaux, R. A., & Simpson, J. T. (1992). Influence strategies in marketing channels: measures and use in different relationship structures. Journal of Marketing Research, 29, 462-473.
12. Brown, J. R., Dev, C. S., & Lee, D.-J. (2000). Managing marketing channel opportunism: the efficacy of alternative governance mechanisms. Journal of Marketing, 64, 51-65.
13. Caldieraro, F., & Coughlan, A. T. (2007). Spiffed up channels: the role of spiffs in hierarchical selling organizations. Marketing Science, 26(1), 31-51.
14. Casciaro, T., & Piskorski, M. J. (2005). Power imbalance, mutual dependence, and constraint absorption: a closer look at resource dependence theory. Administrative Science Quarterly, 50, 167-199.
15. Celly, K. S., & Frazier, G. L. (1996). Outcome-based and behavior-based coordination efforts in channel relationships. Journal of Marketing Research, 33, 200-210.
16. Chen, Z. (2003). Dominant retailers and the countervailing power hypothesis. The RAND Journal of Economics, 34, 612-625.
17. Coughlan, A., Anderson, E., Stern, L., & El-Ansary, A. (2006). Marketing channels (7th ed.). Upper Saddle River: Pearson-Prentice Hall.
18. Crocker, K. J., & Masten, S. E. (1988). Mitigating contractual hazards: unilateral options and contract length. RAND Journal of Economics, 19(3), 327-343.
19. Crowston, K. (1997). A coordination theory approach to organizational process design. Organization Science, 8, 157-175.
20. Deci, E. L., Koestner, R., & Ryan, R. M. (1999). A meta-analytic review of experiments examining the effects of extrinsic rewards on intrinsic motivation. Psychological Bulletin, 125(6), 627-668.
21. Eisenhardt, K. M. (1989). Agency theory: an assessment and review. Academy of Management Review, 14(1), 57-74.
22. Ellickson, R. C. (1987). A critique of economic and sociological theories of social control. Journal of Legal Studies, 16, 67-99.
23. Fehr, E., & Gachter, S. (2000). Fairness and retaliation: the economics of reciprocity. Journal of Economic Perspectives, 14, 159-181.
24. Frazier, G. L., & Rody, R. C. (1991). The use of influence strategies in interfirm relationships in industrial product channels. Journal of Marketing, 55, 52-69.
25. Gerhart, B., & Rynes, S. L. (2003). Compensation: Theory, evidence, and strategic implications. Thousand Oaks: Sage.
26. Geylani, T., Dukes, A. J., & Srinivasan, K. (2007). Strategic manufacturer response to a dominant retailer. Marketing Science, 26, 164-178.
27. Gibbons, R. (2005). Incentives between firms (and within). Management Science, 51, 2-17.
28. Gibbs, J. P. (1994). A theory about control. San Francisco: Westview.
29. Gilliland, D. I., & Bello, D. C. (2002). Two sides to attitudinal commitment: the effects of calculative and loyalty commitment on enforcement mechanisms in distribution channels. Journal of the Academy of Marketing Sciences, 30(1), 24-43.
30. Gilliland, D. I., & Manning, K. C. (2002). When do firms conform to regulatory control: the effect of control processes on compliance and opportunism. Journal of Public Policy and Marketing, 21, 319-331. Fall.
31. Gundlach, G. T. (1994). Exchange governance: the role of legal and nonlegal processes across the exchange process. Journal of Public Policy and Marketing, 13, 236-248.
32. Gundlach, G. T., & Cadotte, E. R. (1994). Exchange interdependence and interfirm interaction: research in a simulated channel setting. Journal of Marketing Research, 31(4), 516-532.
33. Heide, J. B. (1994). Interorganizational governance in marketing channels. Journal of Marketing, 58, 71-85.
34. Heide, J. B., & John, G. (1992). Do norms matter in marketing relationships. Journal of Marketing, 56, 32-44.
35. Heide, J. B., Wathne, K. H., & Rokkan, A. I. (2007). Interfirm monitoring, social contracts, and relationship outcomes. Journal of Marketing Research, 44, 425-433.
36. Hermalin, B. E., & Katz, M. (1991). Moral hazard and verifiability: the effects of renegotiation in agency. Econometrica, 59(6), 1735-1753.
37. Holmstrom, B., & Milgrom, P. (1994). The firm as an incentive system. American Economic Review, 84, 972-991.
38. Ittner, C. D., & Larcker, D. F. (2001). Assessing empirical research in managerial accounting: a value-based management perspective. Journal of Accounting & Economics, 32, 349-410.
39. Kaufmann, P., & Stern, L. (1992). Relational exchange, contracting norms, and conflict in industrial exchange. Advances in distribution channel research. Greenwich: JAI.
40. Kumar, N., Scheer, L. K., & Steenkamp, J.-B. E. M. (1995). The effects of supplier fairness on vulnerable resellers. Journal of Marketing Research, 32, 54-65.
41. Larson, A. (1992). Network dyads in entrepreneurial settings: a study of the governance of exchange relationships. Administrative Science Quarterly, 37, 76-104.
42. Lorenz, E. (1999). Trust, contract, and economic cooperation. Cambridge Journal of Economics, 23(3), 301-315.
43. Lusch, R. F., & Brown, J. R. (1996). Interdependency, contracting, and relational behavior in marketing channels. Journal of Marketing, 60, 19-38.
44. Macneil, I. (1980). The new social contract: an inquiry into modern contractual relations. New Haven: Yale University Press.
45. Mohr, J. J., Fisher, R. J., & Nevin, J. R. (1996). Collaborative communication in interfirm relationships: collaborative effects of communication and control. Journal of Marketing, 60, 103-115.
46. Nilakant, V., & Rao, H. (1994). Agency theory and uncertainty in organizations: an evaluation. Organization Studies, 15(5), 649-672.
47. Ouchi, W. G. (1979). A conceptual framework for the design of organizational control mechanisms. Management Science, 25, 833-848.
48. Palmatier, R. W., Dant, R. P., & Grewal, D. (2007). A comparative longitudinal analysis of theoretical perspectives of interorganizational relationship performance. Journal of Marketing, 71, 172-194.
49. Payan, J. M., & McFarland, R. G. (2005). Decomposing influence strategies: argument structure and dependence as the determinants of the effectiveness of influence strategies in gaining channel member compliance. Journal of Marketing, 69, 66-79.
50. Podsakoff, P. M., Mackenzie, S. B., Lee, J. Y., & Podsakoff, N. P. (2003). Common methods bias in behavioral research: a critical review of the literature and recommended remedies. Journal of Applied Psychology, 88(5), 879-903.
51. Prendergast, C. (1999). The provision of incentives in firms. Journal of Economic Literature, 37, 7-63.
52. Raju, J., & Zhang, C. J. (2005). Channel coordination in the presence of a dominant retailer. Management Science, 24(2), 254-262.
53. Rangan, K. V., & Bell, M. (2006). Transforming your go-to-market strategy: the three disciplines of channel management. Boston: Harvard Business School.
54. Rindfleisch, A., & Heide, J. B. (1997). Transaction cost analysis: past, present, and future applications. Journal of Marketing, 61, 30-54.
55. Ring, P. S., & van de Ven, A. H. (1994). Developmental processes of cooperative interorganizational relationships. Academy of Management Review, 19, 90-118.
56. Rubin, P. H. (1990). Managing business transactions: controlling the cost of coordinating, communicating, and decision making. New York: The Free.
57. Scheer, L. K., & Stern, L. W. (1992). The effect of influence type and performance outcomes on attitude toward the influencer. Journal of Marketing Research, 29, 128-142.
58. Seeck, H., & Kantola, A. (2009). Organization control: restrictive or productive? Journal of Management & Organization, 15, 241-257.
59. Shervani, T. A., Frazier, G. L., & Challagalla, G. (2007). The Moderating Influence of Firm Economic Power on the Transaction Cost Economics Model: An Empirical Test in a Forward Channel Integration Context. Strategic Management Journal, 28(6), 635-652.
60. Stern, L. W., & Weitz, B. A. (1997). The revolution in distribution: challenges and opportunities. Long Range Planning, 30(6), 823-829.
61. Wilkins, A. L., & Ouchi, W. G. (1983). Efficient cultures-exploring the relationship between culture and organizational performance. Administrative Science Quarterly, 28(3), 468-481.
62. Williamson, O. E. (1991). Comparative economic organization: the analysis of discrete structural alternatives. Administrative Science Quarterly, 36, 269-296.
63. Wuyts, S. H. K., & Geyskens, I. (2005). The formation of buyer-supplier relationships: detailed contract drafting and close partner selection. Journal of Marketing, 69, 103-117.
64. Zajac, E. J., & Olsen, C. P. (1993). From transaction cost to transaction value analysis: implications for the study of interorganizational strategies. Journal of Management Studies, 30, 131-145.