1992
DOI: 10.1177/002224379202900103
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The Use of Pledges to Build and Sustain Commitment in Distribution Channels

Abstract: Commitment in channel relationships is modeled as a function of (1) each party's perception of the other party's commitment, (2) self-reported and perceived pledges (idiosyncratic investments and contractual terms) made by each party, and (3) other factors such as communication level, reputation, and relationship history. A dyadic model represented by a simultaneous equation system is estimated with data from 378 pairs of manufacturers and industrial distributors. The results indicate that one type of pledge, … Show more

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Cited by 1,409 publications
(1,094 citation statements)
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“…The initial CFA suggests deleting one item (img2) according to the Lagrange multiplier tests (Anderson and Gerbing, 1988). The results of the final CFA appear in Table I; the final measurement model provides a good fit to the data according to various fit statistics.…”
Section: Measurement Qualitymentioning
confidence: 99%
“…The initial CFA suggests deleting one item (img2) according to the Lagrange multiplier tests (Anderson and Gerbing, 1988). The results of the final CFA appear in Table I; the final measurement model provides a good fit to the data according to various fit statistics.…”
Section: Measurement Qualitymentioning
confidence: 99%
“…These scales could be based on the existing ones in the literature; for instance, the market orientation scale could be based on Kholi and colleagues (1993). Relational Marketing will be based on scales measuring stakeholders' commitment and trust (e.g., Anderson and Weitz, 1992;Andaleeb, 1992). Some items will be newly developed, reflecting concepts of crucial marketing tasks.…”
Section: Conclusion and Further Research Linesmentioning
confidence: 99%
“…One notable condition follows from research showing that not all organizational relationships share the same structure, strategy, or commitment. Consequently, trust, solidarity, and collaboration may vary as a function of the type of channel relationship (Anderson and Weitz 1992). For example, conventional channels-characterized by relationships between independent manufacturers and distributors (Stern and El-Ansary 1990)-may differ from vertical channelscharacterized by a unified system which can be dominated by the retailer, manufacturer, or supplier-in how ethical code enforcement is considered.…”
Section: Discussionmentioning
confidence: 99%
“…For example, those that differentiate may experience stronger relationships with organizational partners (Zhan and Dant 1999). Furthermore, we know that the dynamics of interorganizational relationships alter as a function of channel type (Anderson and Weitz 1992), specific pledges and investments (Anderson and Weitz 1992;Joshi and Stump 1999), firm characteristics (Sethuraman et al 1988), promises, threats, level of dependence (Anderson and Narus 1990;Geyskens et al 1999) and relationship norms (Heide and John 1992). Hence, there is much to consider if we are to account for the true complexity of inter-organizational relations.…”
Section: Participants and Proceduresmentioning
confidence: 99%