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Measurement of distributor commitment in industrial channels of distribution

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  • Kim, Keysuk
  • Frazier, Gary L.

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  • Kim, Keysuk & Frazier, Gary L., 1997. "Measurement of distributor commitment in industrial channels of distribution," Journal of Business Research, Elsevier, vol. 40(2), pages 139-154, October.
    • Handle: RePEc:eee:jbrese:v:40:y:1997:i:2:p:139-154
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    References listed on IDEAS

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    1. Klein, Benjamin & Crawford, Robert G & Alchian, Armen A, 1978. "Vertical Integration, Appropriable Rents, and the Competitive Contracting Process," Journal of Law and Economics, University of Chicago Press, vol. 21(2), pages 297-326, October.
    2. Kronman, Anthony T, 1985. "Contract Law and the State of Nature," The Journal of Law, Economics, and Organization, Oxford University Press, vol. 1(1), pages 5-32, Spring.
    3. Erin Anderson & Barton Weitz, 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, INFORMS, vol. 8(4), pages 310-323.
    4. Allen, Natalie J. & Meyer, John P., 1993. "Organizational commitment: Evidence of career stage effects?," Journal of Business Research, Elsevier, vol. 26(1), pages 49-61, January.
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    Cited by:

    1. Alberto Sa Vinhas & Richard Gibbs, 2018. "Exclusive dealing without territory exclusivity in multichannel systems: managing channel conflict and driving commitment," Marketing Letters, Springer, vol. 29(3), pages 291-305, September.
    2. Muhammed S. Alnsour, 2018. "Online relationship marketing for banks in face-to-face economies," Journal of Marketing Analytics, Palgrave Macmillan, vol. 6(3), pages 105-116, September.
    3. Alteren, Gro & Tudoran, Ana Alina, 2016. "Enhancing export performance: Betting on customer orientation, behavioral commitment, and communication," International Business Review, Elsevier, vol. 25(1), pages 370-381.
    4. Martín Gutiérrez Sonia San, 2013. "La confianza, la satisfacción, las normas relacionales, el oportunismo y la dependencia como antecedentes del compromiso organizacional del trabajador," Contaduría y Administración, Accounting and Management, vol. 58(2), pages 11-38, abril-jun.
    5. Watson, George F. & Worm, Stefan & Palmatier, Robert W. & Ganesan, Shankar, 2015. "The Evolution of Marketing Channels: Trends and Research Directions," Journal of Retailing, Elsevier, vol. 91(4), pages 546-568.
    6. Obadia, Claude & Stöttinger, Barbara, 2015. "Pricing to manage export channel relationships," International Business Review, Elsevier, vol. 24(2), pages 311-318.
    7. Sunil Gupta & Valarie Zeithaml, 2006. "Customer Metrics and Their Impact on Financial Performance," Marketing Science, INFORMS, vol. 25(6), pages 718-739, 11-12.
    8. Matanda, Margaret Jekanyika & Freeman, Susan, 2009. "Effect of perceived environmental uncertainty on exporter-importer inter-organisational relationships and export performance improvement," International Business Review, Elsevier, vol. 18(1), pages 89-107, February.
    9. Mavondo, Felix T. & Rodrigo, Elaine M., 2001. "The effect of relationship dimensions on interpersonal and interorganizational commitment in organizations conducting business between Australia and China," Journal of Business Research, Elsevier, vol. 52(2), pages 111-121, May.
    10. Alberto Sa Vinhas & Richard Gibbs, 2012. "Competitive channel relationship management: When resellers establish competing manufacturer relationships," Marketing Letters, Springer, vol. 23(3), pages 645-659, September.
    11. Kim, Keysuk, 2001. "On the effects of customer conditions on distributor commitment and supplier commitment in industrial channels of distribution," Journal of Business Research, Elsevier, vol. 51(2), pages 87-99, February.
    12. Leonidou, Leonidas C. & Palihawadana, Dayananda & Chari, Simos & Leonidou, Constantinos N., 2011. "Drivers and outcomes of importer adaptation in international buyer-seller relationships," Journal of World Business, Elsevier, vol. 46(4), pages 527-543, October.
    13. Shiruo Fei & Chanho Kwon & Changhyun Jin, 2021. "The Role of Corporate Ethical Management on Trade Relationship Trust and Commitment: B2B," Sustainability, MDPI, vol. 13(9), pages 1-18, May.
    14. Nakos, George & Brouthers, Keith D., 2008. "International alliance commitment and performance of small and medium-size enterprises: The mediating role of process control," Journal of International Management, Elsevier, vol. 14(2), pages 124-137, June.

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