Collaborative Communication in Interfirm Relationships: Moderating Effects of Integration and Control

Journal of Marketing

Volumn 60, Issue 3, 1996, Pages 103-115

  Mohr, Jakki J ^a   Fisher, Robert J ^b   Nevin, John R ^c  

^a Orado   (United States)

^b UNIVERSITY OF SOUTHERN CALIFORNIA   (United States)

^c University of Wisconsin   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 85107943589     PISSN: 00222429     EISSN: 15477185     Source Type: Journal    
DOI: 10.1177/002224299606000307     Document Type: Article

References (72)

1. Aiken Leona S., and West Stephen G., (1991), Multiple Regression: Testing and Interpreting Interactions. Newbury Park, CA: Sage Publications.
2. Anderson Erin, Lodish Leonard, and Weitz Barton, (1987), “Resource Allocation Behavior in Conventional Channels,” Journal of Marketing Research, 24 (February), 85–97.
3. Anderson Erin, and Weitz Barton, (1989), “Determinants of Continuity in Conventional Industrial Channel Dyads,” Marketing Science, 8 (Fall), 310–323.
4. Anderson Erin, and Weitz Barton, (1992), “The Use of Pledges to Build and Sustain Commitment in Distribution Channels,” Journal of Marketing Research, 29 (February), 18–34.
5. Anderson James C., and Narus James, (1984), “A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships,” Journal of Marketing, 48 (Fall), 62–74.
6. Anderson James C., and Narus James, (1990), “A Model of Distributor Firm and Manufacturer Firm Working Partnerships,” Journal of Marketing, 54 (January), 42–58.
7. Armstrong J. Scott, and Overton Terry, (1977), “Estimating Nonresponse Bias in Mail Surveys,” Journal of Marketing Research, 51 (July), 71–86.
8. Association of Better Computer Dealers (1988), New Member Literature from the Microcomputer Industry Association. Schaumburg, IL: Association of Better Computer Dealers.
9. Bandyopadhyay Soumava, Robicheaux Robert, and Hill John, (1994), “Cross-Cultural Differences in Intrachannel Communications: The United States and India,” Journal of International Marketing, 2 (April), 83–100.
10. Bleeke Joel, and Ernst David, (1993), Collaborating to Compete. New York: John Wiley & Sons.
11. Boyle Brett, Robert Dwyer F., Robert Robicheaux, and James Simpson, (1992), “Influence Strategies in Marketing Channels: Measures and Use in Different Relationship Structures,” Journal of Marketing Research, 29 (November), 462–73.
12. Brown James, (1981), “A Cross-Channel Comparison of Supplier-Retailer Relations,” Journal of Retailing, 57 (Winter), 3–18.
13. Brown James, and Day Ralph, (1981), “Measures of Manifest Conflict in Distribution Channels,” Journal of Marketing Research, 18 (August), 263–74.
14. Buchanan Lauranne, (1992), “Vertical Trade Relationships: The Role of Dependence and Symmetry in Attaining Organizational Goals,” Journal of Marketing Research, 29 (February), 65–75.
15. Business Week (1989), “The Power Surge at Computer Dealers,” (July 17), 134–45.
16. Carver Charles, (1989), “How Should Multifaceted Personality Constructs Be Tested? Issues Illustrated by Self-Monitoring, Attributional Style, and Hardiness,” Journal of Personality and Social Psychology, 56 (April), 577–85.
17. Churchill Gilbert A., Jr. (1979), “A Paradigm for Developing Better Measures of Marketing Constructs,” Journal of Marketing Research, 16 (February), 64–73.
18. Cohen Jacob, and Cohen Patricia, (1983), Applied Multiple Regression/Correlation Analysis for the Behavioral Sciences. Hillsdale, NJ: Lawrence Erlbaum Associates.
19. Computer Reseller News (1988), Research Publications from Media Kit. Chicago: CMP Publications.
20. Dwyer F. Robert, and Oh Sejo, (1988), “A Transaction Cost Perspective on Vertical Contractual Structure and Interchannel Competitive Strategies,” Journal of Marketing, 52 (April), 21–34.
21. Dwyer F. Robert, Schurr Paul, and Oh Seho, (1987), “Developing Buyer-Seller Relationship,” Journal of Marketing, 51 (April), 11–27.
22. Eisenberg Eric, and Goodall H. L., Jr. (1993), Organizational Communication. New York: St. Martin's Press.
23. El-Ansary Adel, and Stern Louis, (1972), “Power Measurement in the Distribution Channel,” Journal of Marketing Research, 9 (February), 47–52.
24. Etgar Michael, (1976a), “Channel Domination and Countervailing Power in Distribution Channels,” Journal of Marketing Research, 13 (August), 254–62.
25. Etgar Michael, (1976b), “Effects of Administrative Control on Efficiency of Vertical Marketing Systems,” Journal of Marketing Research, 13 (February), 12–24.
26. Farace Richard, Monge Peter, and Russell Hamish, (1977), Communicating and Organizing. Reading, MA: Addison-Wesley Publishing Company.
27. Frazier Gary, (1983a), “Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective,” Journal of Marketing, 47 (Fall), 68–78.
28. Frazier Gary, (1983b), “On the Measurement of Interfirm Power in Channels of Distribution,” Journal of Marketing Research, 20 (May), 158–66.
29. Frazier Gary, Gill James, and Kale Sudhir, (1989), “Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country,” Journal of Marketing, 53 (January), 50–69.
30. Frazier Gary, and Rody Raymond, (1991), “The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels,” Journal of Marketing, 55 (January), 52–69.
31. Frazier Gary, and Summers John, (1984), “Interfirm Influence Strategies and Their Application Within Distribution Channels,” Journal of Marketing, 48 (Summer), 43–55.
32. Frazier Gary, and Summers John, (1986), “Perceptions of Interfirm Power and Its Use Within a Franchise Channel of Distribution,” Journal of Marketing Research, 23 (May), 169–76.
33. Gaski John, (1984), “The Theory of Power and Conflict in Channels of Distribution,” Journal of Marketing, 48 (Summer), 9–29.
34. Grabner John, and Rosenberg Larry, (1969), “Communication in Distribution Channel Systems,” in Distribution Channels: Behavioral Dimensions, Stern L., ed. Boston: Houghton-Mifflin Company, 227–52.
35. Guiltinan Joseph, Rejab Ismail, and Rodgers William, (1980), “Factors Influencing Coordination in a Franchise Channel,” Journal of Retailing, 56 (Fall), 41–58.
36. Gundlach Gregory T., (1994), “Exchange Governance: The Role of Legal and Nonlegal Approaches Across the Exchange Process,” Journal of Public Policy & Marketing, 13 (Fall), 246–58.
37. Gundlach Gregory T., and Cadotte Ernest R., (1994), “Interdependence and Inter-firm Influence: Results from a Simulated Channel Setting,” Journal of Marketing Research, 31 (November) 516–32.
38. Harrigan Kathryn Rudie, (1985), Strategic Flexibility. Lexington, MA: Lexington Books.
39. Haugland Sven, and Reve Torger, (1992), “Relational Contracting and Distribution Channel Cohesion,” Journal of Marketing Channels, 2 (30), 27–60.
40. Heide Jan B., (1994), “Interorganizational Governance in Marketing Channels,” Journal of Marketing, 58 (January), 71–85.
41. Heide Jan B., and John George, (1992), “Do Norms Matter in Marketing Relationships?” Journal of Marketing, 56 (April), 32–44.
42. Howell Roy, (1987), “Covariance Structure Modeling and Measurement Issues: A Note on ‘Interrelations Among a Channel Entity's Power Sources,’” Journal of Marketing Research, 24 (February), 119–26.
43. Hunt Shelby D., and Nevin John R., (1974), “Power in a Channel of Distribution: Sources and Consequences,” Journal of Marketing Research, 11 (May), 186–93.
44. John George, and Reve Torger, (1982), “The Reliability and Validity of Key Informant Data from Dyadic Relationships in Marketing Channels,” Journal of Marketing Research, 19 (November), 517–24.
45. Keith Janet, Donald Jackson, Jr., and Crosby Lawrence, (1990), “Effects of Alternative Types of Influence Strategies Under Different Channel Dependence Structures,” Journal of Marketing, 54 (July), 30–41.
46. Kish L., (1965), Survey Sampling. New York: John Wiley & Sons.
47. Klein Saul, Frazier Gary, and Roth Victor, (1990), “A Transaction Cost Analysis Model of Channel Integration in International Markets,” Journal of Marketing Research, 27 (May), 196–208.
48. Krapfel Robert, Salmond Deborah, and Spekman Robert, (1991), “A Strategic Approach to Managing Buyer-Seller Relationships,” European Journal of Marketing, 25 (9), 22–37.
49. Kumar Nirmalya, Hibbard Jonathan, and Stern Louis, (1994), “The Nature and Consequences of Commitment in Marketing Channels,” in Enhancing Knowledge Development in Marketing: AMA Educator's Conference, Vol. 5, Achrol R., and Mitchell A., eds. Chicago: American Marketing Association, 291.
50. Kumar Nirmalya, Scheer Lisa, and Jan-Benedict E. M. Steenkamp, (1995a), “The Effects of Perceived Interdependence on Dealer Attitudes,” Journal of Marketing Research, 32 (August), 348–56.
51. Kumar Nirmalya, Scheer Lisa, and Jan-Benedict E. M. Steenkamp, (1995b), “The Effects of Supplier Fairness on Vulnerable Resellers,” Journal of Marketing Research, 32 (February), 54–65.
52. Kumar Nirmalya, Stern Louis, and Achrol Ravi, (1992), “Assessing Reseller Performance from the Perspective of the Supplier,” Journal of Marketing Research, 29 (May), 238–53.
53. McCarthy Robert, (1988), “IBM Muscles the Distribution Channel—Again,” Business Marketing, (August), 49–57.
54. Miller James, and Blumenthal Karen, (1990), “Compaq Computer Drops Businessland as Distributor,” Wall Street Journal, (February 22), B1.
55. Mohr Jakki, and Nevin John, (1990), “Communication Strategies in Marketing Channels: A Theoretical Perspective,” Journal of Marketing, 50 (October), 36–51.
56. Moorman Christine, Zaltman Gerald, and Deshpande Rohit, (1992), “Relationships Between Providers and Users of Market Research: The Dynamics of Trust Within and Between Organizations,” Journal of Marketing Research, 29 (August), 314–38.
57. Morgan Robert, and Hunt Shelby, (1994), “The Commitment-Trust Theory of Relationship Marketing,” Journal of Marketing, 58 (July), 20–38.
58. Nevin John, (1995), “Relationship Marketing and Distribution Channels: Exploring Fundamental Issues,” Journal of the Academy of Marketing Science, 23 (Fall), 337–34.
59. Noordewier Thomas, John George, and Nevin John, (1990), “Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships,” Journal of Marketing, 54 (October), 80–93.
60. O'Callaghan Ramon, Kaufmann Patrick J., and Konsynski Benn R., (1992), “Adoption Correlates and Share Effects of Electronic Data Interchange Systems in Marketing Channels,” Journal of Marketing, 56 (April), 45–56.
61. Oliver Richard, (1980), “A Cognitive Model of the Antecedents and Consequences of Satisfaction Decisions,” Journal of Marketing Research, 17 (November), 460–69.
62. Oliver Richard, and Anderson Erin, (1994), “An Empirical Test of the Consequences of Behavior- and Outcome-Based Sales Control Systems,” Journal of Marketing, 58 (October), 53–67.
63. Pfeffer Jeffrey, (1981), “Management as Symbolic Action: The Creation and Maintenance of Organizational Paradigms,” Research in Organizational Behavior, 3, 1–52.
64. Pfeffer Jeffrey, and Salancik Gerald, (1978), The External Control of Organizations: A Resource Dependence Perspective. New York: Harper & Row.
65. Robicheaux Robert, and Coleman James, (1994), “The Structure of Marketing Channel Relationship,” Journal of the Academy of Marketing Science, 22 (1), 38–51.
66. Ruekert Robert, and Churchill Gilbert, (1984), “Reliability and Validity of Alternative Measures of Channel Member Satisfaction,” Journal of Marketing Research, 21 (May), 226–32.
67. Skinner Steven, and Guiltinan Joseph, (1985), “Perceptions of Channel Control,” Journal of Retailing, 61 (Winter), 65–88.
68. Stern Louis, and Adel El-Ansary, (1992), Marketing Channels, 4th ed. Englewood Cliffs, NJ: Prentice-Hall.
69. Van de Ven Andrew, Delbecq Andre, and Koenig Richard, (1976), “Determinants of Coordination Modes Within Organizations,” American Sociological Review, 41 (April), 322–28.
70. Williamson Oliver, (1975), Markets and Hierarchies: Analysis and Anti-Trust Implications. New York: The Free Press.
71. Williamson Oliver, (1985), The Economic Institutions of Capitalism. New York: The Free Press.
72. Williamson Oliver, and Ouchi William G., (1981), “The Markets and Hierarchies Program of Research: Origins, Implications, Prospects,” in Perspectives on Organization Design and Behavior, Van de Ven A. H., and Joyce W. F., eds. New York: John Wiley & Sons, 347–70.