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On the effects of customer conditions on distributor commitment and supplier commitment in industrial channels of distribution

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  • Kim, Keysuk

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  • 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.
    • Handle: RePEc:eee:jbrese:v:51:y:2001:i:2:p:87-99
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    1. Srinivasan Balakrishnan & Birger Wernerfelt, 1986. "Technical change, competition and vertical integration," Strategic Management Journal, Wiley Blackwell, vol. 7(4), pages 347-359, July.
    2. Erin Anderson, 1985. "The Salesperson as Outside Agent or Employee: A Transaction Cost Analysis," Marketing Science, INFORMS, vol. 4(3), pages 234-254.
    3. V. Kasturi Rangan & E. Raymond Corey & Frank Cespedes, 1993. "Transaction Cost Theory: Inferences from Clinical Field Research on Downstream Vertical Integration," Organization Science, INFORMS, vol. 4(3), pages 454-477, August.
    4. Fornell, Claes, 1983. "Issues in the Application of Covariance Structure Analysis: A Comment," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 9(4), pages 443-448, March.
    5. 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.
    6. Erin Anderson & Barton Weitz, 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, INFORMS, vol. 8(4), pages 310-323.
    7. Allen M. Weiss & Nancy Kurland, 1997. "Holding Distribution Channel Relationships Together: The Role of Transaction-Specific Assets and Length of Prior Relationship," Organization Science, INFORMS, vol. 8(6), pages 612-623, December.
    8. Gary L. Lilien, 1979. "Exceptional Paper--ADVISOR 2: Modeling the Marketing Mix Decision for Industrial Products," Management Science, INFORMS, vol. 25(2), pages 191-204, February.
    9. Danny Miller, 1987. "The structural and environmental correlates of business strategy," Strategic Management Journal, Wiley Blackwell, vol. 8(1), pages 55-76, January.
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    Cited by:

    1. Samiee, Saeed & Walters, Peter G. P., 2003. "Relationship marketing in an international context: a literature review," International Business Review, Elsevier, vol. 12(2), pages 193-214, April.
    2. Chen, Shuo-Pei & Wu, Wann-Yih, 2010. "A systematic procedure to evaluate an automobile manufacturer-distributor partnership," European Journal of Operational Research, Elsevier, vol. 205(3), pages 687-698, September.
    3. Wang, Cheng Lu & Shi, Yizheng & Barnes, Bradley R., 2015. "The role of satisfaction, trust and contractual obligation on long-term orientation," Journal of Business Research, Elsevier, vol. 68(3), pages 473-479.
    4. Bianchi, Constanza C. & Saleh, Md. Abu, 2011. "Antecedents of importer relationship performance in Latin America," Journal of Business Research, Elsevier, vol. 64(3), pages 258-265, March.
    5. Saleh, M. Abu & Ali, M. Yunus & Mavondo, Felix T., 2014. "Drivers of importer trust and commitment: Evidence from a developing country," Journal of Business Research, Elsevier, vol. 67(12), pages 2523-2530.
    6. Kleinaltenkamp, Michael & Minculescu, Ioana & Raithel, Sascha, 2017. "Customization of B2B Services: Measurement and Impact on Firm Performance," SMR - Journal of Service Management Research, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 1(1), pages 39-56.
    7. Li-Fe Feng & Jun-Zhi Chiu, 2023. "Examination of Franchisee Relationship Management in the Retail Pharmacy Industry," Advances in Management and Applied Economics, SCIENPRESS Ltd, vol. 13(4), pages 1-3.
    8. Ryu, Sungmin & Park, Jeong Eun & Min, Soonhong, 2007. "Factors of determining long-term orientation in interfirm relationships," Journal of Business Research, Elsevier, vol. 60(12), pages 1225-1233, December.
    9. Gu, Jing & Shi, Xinyu & Wang, Peini & Xu, Xun, 2022. "Examining the impact of upstream and downstream relationship stability and concentration on firms’ financial performance," Journal of Business Research, Elsevier, vol. 141(C), pages 229-242.
    10. Hullova, Dusana & Laczko, Pavel & Frishammar, Johan, 2019. "Independent distributors in servitization: An assessment of key internal and ecosystem-related problems," Journal of Business Research, Elsevier, vol. 104(C), pages 422-437.
    11. Saleh, M. Abu & Ali, M. Yunus & Quazi, Ali, 2013. "A comparative study of consumer and B2B goods importers’ trust and commitment: Evidence from an Asian developing country," Australasian marketing journal, Elsevier, vol. 21(2), pages 126-136.
    12. Lee, Peter K.C. & Yeung, Andy C.L. & Edwin Cheng, T.C., 2009. "Supplier alliances and environmental uncertainty: An empirical study," International Journal of Production Economics, Elsevier, vol. 120(1), pages 190-204, July.

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