Channel relationship factors in cross-cultural contexts: Antecedents of satisfaction in a retail setting

Journal of Business Research

Volumn 63, Issue 11, 2010, Pages 1186-1195

  Runyan, Rodney C ^a   Sternquist, Brenda ^b   Chung, Jae Eun ^c  

^a UNIVERSITY OF TENNESSEE   (United States)

^b MICHIGAN STATE UNIVERSITY   (United States)

^c OHIO STATE UNIVERSITY   (United States)

Author keywords

Channel relationships; Coercion; Conflict; Cross cultural; Satisfaction; Supply chain

Indexed keywords

EID: 77956883258     PISSN: 01482963     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jbusres.2009.10.015     Document Type: Article

References (85)

1. Anderson J.C., Gerbing D.W. Structural equation modeling in practice: a review and recommended two-step approach. Psychol Bull 1988, 3:411-423.
2. Anderson J., Narus J. A model of the distributor's perspective of distributor-manufacturer working relationships. J Mark Res 1984, 48:62-74. Fall.
3. Anderson J., Narus J. A model of distributor firm and manufacturer firm working partnerships. J Mark 1990, 54:42-58. January.
4. Anderson E., Weitz B. The use of pledges to build and sustain commitment in distribution channels. J Mark Res 1992, 29:18-34. February.
5. Aoyama Y. Oligopoly and the structural paradox of retail TNCs: an assessment of Carrefour and Wal-Mart in Japan. J Econ Geogr 2007, 7(4):471-490.
6. Armstrong J.S., Overton T. Evaluating nonresponse bias in mail surveys. J Mark Res 1977, 14:396-402. August.
7. Bradford K.D., Weitz B.A. Salespersons' management of conflict in buyer-seller relationships. J Pers Sell Sales Manage 2009, 29(1):25-42.
8. Brown J., Day R. Measures of manifest conflict in marketing channels. J Mark Res 1981, 18:263-269. August.
9. Chung J.E., Sternquist B., Chen Z. Retailer-buyer supplier relationships: the Japanese difference. J Retail 2006, 82(4):349-355.
10. Chung J.E., Sternquist B., Chen Z. Japanese retail-buyer supplier relationships: does performance matter?. Asia Pac J Mark Log 2008, 20(1):55-75.
11. Clodfelter G.R. Retail Buying: From Basics to Fashions 2005, Fairchild, New York, NY.
12. Czinkota M., Woronoff J. Japan's Market: The distribution System 1986, Praeger, New York, NY.
13. Dawson J., Larke R. The role of medium-sized firms in retail change in Japan. Int Rev Retail Distrib Consum Res 2005, 15(4):401-422.
14. Dawson J., Larke R. Japanese retailing through the 1990s: retailer performance in a decade of slow growth. British J Manage 2005, 15(1):73-95.
15. DeConinck J., Bachmann D. An analysis of turnover among retail buyers. J Bus Res 2005, 58(7):874-882.
16. Dwyer R., Schurr P.H., Oh S. Developing buyer-seller relationships. J Mark 1987, 51:11-27. April.
17. Etgar M. Intrachannel conflict and use of power. J Mark Res 1978, 15(2):78-79.
18. Fahy J., Taguchi F. Reassessing the Japanese distribution system. Sloan Manage Rev 1995, 49-61. Winter.
19. Fairhurst A.E., Fiorito S.S. An empirical investigation of Sheth's theory of merchandise buying behavior. Retailing: Its Present and Future. Proceedings of The National Retailing Conference 1988, 261-265. Academy of Marketing Science, Hempstead, NY, October. R.L. King (Ed.).
20. Fiorito S.S. Testing a portion of Sheth's theory of merchandise buyer behavior with small firms. Entrep Theory Pract 1990, 19-34. Summer.
21. Frazier G. On the measurement of interfirm power in channels of distribution. J Mark Res 1983, 20:158-166. May.
22. Frazier G. Interorganizational exchange behavior in marketing channels: a broadened perspective. J Mark 1983, 47:68-78. Fall.
23. Frazier G.L. The interfirm power-influence process within a marketing channel. Res Mark 1984, 47:63-96.
24. Frazier G., Kale S. Manufacturer-distributor relationships: a sellers' versus buyers' market perspective. Int Mark Rev 1989, 6(6):7-26.
25. Frazier G., Rody R. The use of influence strategies in interfirm relationships in industrial product channels. J Mark 1991, 55:52-69. January.
26. Frazier G., Summers J. Interfirm influence strategies and their application within distribution channels. J Mark 1984, 43-55. Summer.
27. Frazier G., Summers J. Perceptions of interfirm power and its use within a franchise channel of distribution. J Mark Res 1986, 23:169-176. May.
28. Frazier G., Gill J., Kale S. Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country. J Mark 1989, 53:50-89. January.
29. Ganesan S., Weitz B. The impact of staffing policies on retail buyer job attitudes and behaviors. J Retail 1996, 72(1):31-56.
30. Gaski J. The theory of power and conflict in channels of distribution. J Mark 1984, 48:9-29. Summer.
31. Gaski J. Interrelations among a channel entity's power sources: impact of the exercise of reward and coercion on expert, referent, and legitimate power sources. J Mark Res 1986, 23:62-77. February.
32. Geyskens I., Steenkamp J.B., Kumar N. A meta-analysis of satisfaction in marketing channel relationships. J Mark Res 1999, 36:223-238. May.
33. Global Powers in Retailing. National Retail Federation; 2008. Section 2, January, 1-46.
34. Graham J. The influence of culture on business negotiations. J Int Bus Stud 1985, 16:81-96. Spring.
35. Graham J. Deference given the buyer: variations across twelve cultures. Cooperative Strategies in International Business 1988, 473-485. Lexington Books, Lexington, MA. F. Contractor, P. Lorange (Eds.).
36. Graham J., Sano Y. Across the negotiating table from the Japanese. Int Mark Rev 1986, 3:58-71. Autumn.
37. Harada Y., Onishi S. Japan's great recession: what went wrong?. ESRI Discussion Paper Series No.77 2003, 1-18. retrieved from the WWW on January, 26 2009 at http://www.esri.go.jp/en/archive/e_dis/abstract/e_dis077-e.html#kousei.
38. Hibbard J.D., Kumar N., Stern L.W. Examining the impact of destructive acts in marketing channel relationships. J Mark Res 2001, 38:45-61. February.
39. Hofstede G. National cultures in four dimensions. Int Stud Manage Organ 1983, 13(1/2):46-74.
40. Jackson B. Winning and Keeping Industrial Customers 1985, Lexington Books, Lexington, MA.
41. Johnson J., Sakano T., Onzo N. Behavioral Relations in across-culture distribution systems: influence, control and conflict in U.S.-Japanese marketing channels. J Int Bus Stud 1990, 639-655. Fourth Quarter.
42. Johnson J., Sakano T., Cote J., Onzo N. The exercise of interfirm power and its repercussions in US-Japanese channel relationships. J Mark 1993, 57:1-10. April.
43. Kale S. Dealer perceptions of manufacturer power and influence strategies in a developing country. J Mark Res 1986, 23:387-393. November.
44. Kale S. Dealer dependence and influence strategies in a manufacturer-dealer dyad. J Appl Psychol 1989, 74(3):379-384.
45. Kale S., McIntyre R. Distribution channel relationships in diverse cultures. Int Mark Rev 1991, 8(3):31-45.
46. Kalwani M.U., Narayandas N. Long-term manufacturer-supplier relationships: do they pay off for supplier firms?. J Mark 1995, 59(1):1-16.
47. Kasabov E. Towards a contingent, empirically validated, and power cognizant relationship marketing. Eur J Mark 2007, 41(1/2):94-120.
48. Konishi Y. Kojin shoji teimei no haikei [The landscape of sluggish personal consumption]. Ryutsu Joho 2001, 8(386):4-10.
49. Kumar N., Scheer L.K., Steenkamp J.B. The effects of supplier fairness on vulnerable resellers. J Mark Res 1995, 32:54-65. February.
50. Lai Chi-Sun The effects of influence strategies on dealer satisfaction and performance in Taiwan's motor industry. Ind Mark Manage 2007, 36:518-527.
51. Lazer W., Murata S., Kosaka H. Japanese marketing: towards a better understanding. J Mark 1985, 49(2):69-81.
52. Levy M., Weitz B.A. Retailing Management 2007, McGraw Hill, New York, NY.
53. Lewis M., Lambert D. A model of channel member performance, dependence, and satisfaction. J Retail 1991, 67(2):205-225.
54. Lusch R. Sources of power: their impact on intra-channel conflict. J Mark Res 1976, 13:382-390. August.
55. Lusch R., Brown J.R. A modified model of power in the marketing channel. J Mark Res 1982, 19:312-323. August.
56. Maxwell G., Ogden S. Career development of female managers in retailing: inhibitors and enablers. J Retail Consum Serv 2006, 16(2):111-120.
57. Meyer-Ohle H. Innovation and Dynamics in Japanese Retailing: From Techniques to Formats to Systems 2003, Palgrave Macmillan, New York, NY.
58. Morgan R.M., Hunt S.D. The commitment-trust theory of relationship marketing. J Mark 1994, 58:20-38. July.
59. Nakane C. Japanese Society 1972, University of California Press, Berkeley, CA.
60. Palmatier R.W., Dant R.P., Grewal D., Evans K.R. Factors influencing the effectiveness of relationship marketing: a meta-analysis. J Mark 2006, 70:136-153. October.
61. Payan J.M., McFarland R.G. Decomposing influence strategies: argument structure and dependence as determinants of the effectiveness of influence strategies in gaining channel member compliance. J Mark 2005, 69:66-79. July.
62. Podsakoff P.M., Organ D.W. Self-reports in organizational research: problems and prospects. J Manage 1986, 12(4):531-545.
63. Ramaseshan B., Yip L., Pae J. Power, satisfaction, and relationship commitment in Chinese store-tenant relationship and their impact on performance. J Retail 2006, 82(1):63-70.
64. Raven B.H., Schwazwald C., Koslowky M. Conceptualizing and measuring a power/interaction model of personal influence. J Appl Soc Psychol 1998, 28(4):307-332.
65. Razzaque M.A., Boon T.G. Effects of dependence and trust on channel satisfaction, commitment and cooperation. J Bus-Bus Mark 2003, 10(4):23-47.
66. Reynolds K.E., Beatty S.E. Customer benefits and company consequences of customer-salesperson relationships in retailing. J Retail 1999, 75(1):11-32.
67. Rinehart L.M., Eckert J.A., Handfield R.B., Page T.J., Akin T. An assessment of supplier-customer relationships. J Bus Log 2004, 25(1):25-62.
68. Rose G.M., Shoham A., Stern N., Ruvio A. Manufacturer perceptions of the consequences of task and emotional conflict within domestic channels of distribution. J Bus Res 2007, 60:296-304.
69. Ryu S., Eyuboglu N. The environment and its impact satisfaction with supplier performance: an investigation of the mediating effects of control mechanisms from the perspective of the manufacturer in the U.S.A. Ind Mark Manage 2007, 36(4):458-469.
70. Sato Y. Some reasons why foreign retailers have difficulties in succeeding in the Japanese Market. J Glob Mark 2004, 18(1/2):21-44.
71. Sheth J.N. A theory of merchandise buying behavior. Theory in Retailing: Traditional and Nontraditional Sources 1981, 180-189. American Marketing Association, Chicago, IL. R. Stampfl, E.C. Hirschman (Eds.).
72. Shimaguchi M. Marketing Channels in Japan 1978, University of Michigan Research Press, Ann Arbor, MI.
73. Skinner S., Gassenheimer J., Kelley S. Cooperation in supplier-dealer relation. J Retail 1992, 68(2):174-193.
74. Stern L., El-Ansary A. Marketing Channels 1992, Prentice Hall, Englewood Cliffs, NJ.
75. Sternqist B., Chung J., Ogawa T. Japanese department stores: does size matter in supplier-buyer relationships?. Japanese Distribution Strategy 2000, 64-80. Thomson, Padstow, UK. M.R. Czinkota, M. Kotabe (Eds.).
76. Sternquist B. International Retailing 1998, Fairchild Books, New York, N.Y.
77. Sternquist B. International Retailing 2007, Fairchild Books, New York, N.Y. 2 ed.
78. Sternquist B., Runyan R.C., Ogawa T. Retail buyer dependence: the use of coercion and reciprocal actions in the Japanese distribution system. Presented at the Spring Conference: American Collegiate Retail Association. Detroit 1993, April.
79. Sternquist B., Cooper A., Ogawa T. Department store buyer-supplier relationships. J Asia Pac Mark 2002, 1(2):22-46.
80. Stone L.C., Cassill N.L. Retail buyers' salability judgments: a comparison of merchandise categories. Cloth Text Res J 1989, 8:56-61. Fall.
81. Taga T., Uehara Y. Some characteristics of business practices in Japan. Japanese Distribution Channels 1994, The Haworth Press, New York, NY. T. Kikuchi (Ed.).
82. Tedeschi J., Schlenker B., Bonoma T. Conflict, Power, and Games 1973, Aldine Publishing, Chicago, IL.
83. Van Wolferen K. The Enigma of Japanese Power 1990, Vintage Books, New York, NY.
84. Yoshino M. The Japanese Marketing System: Adaptations and Innovations 1971, MIT Press, Cambridge, MA.
85. Zhang G., Herndon N.C., Zhou N. Exercises of power in marketing channel dyads: power advantage versus power disadvantage. Int Rev Retail, Distrib Consum Res 2006, 16(1):1-22.