IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v46y1999i3p303-313.html
   My bibliography  Save this article

Relationship Quality and Buyer-Seller Interactions in Channels of Distribution

Author

Listed:
  • Jap, Sandy D.
  • Manolis, Chris
  • Weitz, Barton A.

Abstract

No abstract is available for this item.

Suggested Citation

  • Jap, Sandy D. & Manolis, Chris & Weitz, Barton A., 1999. "Relationship Quality and Buyer-Seller Interactions in Channels of Distribution," Journal of Business Research, Elsevier, vol. 46(3), pages 303-313, November.
    • Handle: RePEc:eee:jbrese:v:46:y:1999:i:3:p:303-313
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148-2963(98)00032-0
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Strutton, David & Pelton, Lou E. & Lumpkin, James R., 1995. "Sex differences in ingratiatory behavior : An investigation of influence tactics in the salesperson-customer dyad," Journal of Business Research, Elsevier, vol. 34(1), pages 35-45, September.
    2. Erin Anderson & Barton Weitz, 1989. "Determinants of Continuity in Conventional Industrial Channel Dyads," Marketing Science, INFORMS, vol. 8(4), pages 310-323.
    3. Patrick J. Kaufmann & Louis W. Stern, 1988. "Relational Exchange Norms, Perceptions of Unfairness, and Retained Hostility in Commercial Litigation," Journal of Conflict Resolution, Peace Science Society (International), vol. 32(3), pages 534-552, September.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Belaya, Vera & Hanf, Jon Henrich, 2011. "Power and Supply Chain Management - Insights from Russia," 51st Annual Conference, Halle, Germany, September 28-30, 2011 114483, German Association of Agricultural Economists (GEWISOLA).
    2. Sheu, Jiuh-Biing, 2016. "Supplier hoarding, government intervention, and timing for post-disaster crop supply chain recovery," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 90(C), pages 134-160.
    3. Carole Donada & François Lenglet & Caroline Mothe & Jean-Jacques Nillès, 2015. "Un indice de mesure du collaboratif client-fournisseur," Post-Print hal-01301383, HAL.
    4. Orth, Ulrich R. & Bouzdine-Chameeva, Tatiana & Brand, Kathrin, 2013. "Trust during retail encounters: A touchy proposition," Journal of Retailing, Elsevier, vol. 89(3), pages 301-314.
    5. Eslami, Hadi & Kacker, Manish & Hibbard, Jonathan D., 2020. "Antecedents of locus of causality attributions for destructive acts in distribution channels," Journal of Business Research, Elsevier, vol. 107(C), pages 302-314.
    6. Patton, Charles & Balakrishnan, P.V. (Sundar), 2012. "Negotiating when outnumbered: Agenda strategies for bargaining with buying teams," International Journal of Research in Marketing, Elsevier, vol. 29(3), pages 280-291.
    7. Belaya, V. & Hanf, J.H., 2012. "Power and Supply Chain Management – Insights from Russia," Proceedings “Schriften der Gesellschaft für Wirtschafts- und Sozialwissenschaften des Landbaues e.V.”, German Association of Agricultural Economists (GEWISOLA), vol. 47, March.
    8. Untung Rahardja & Tanaporn Hongsuchon & Taqwa Hariguna & Athapol Ruangkanjanases, 2021. "Understanding Impact Sustainable Intention of S-Commerce Activities: The Role of Customer Experiences, Perceived Value, and Mediation of Relationship Quality," Sustainability, MDPI, vol. 13(20), pages 1-20, October.
    9. Jiuh-Biing Sheu, 2014. "Green Supply Chain Collaboration for Fashionable Consumer Electronics Products under Third-Party Power Intervention—A Resource Dependence Perspective," Sustainability, MDPI, vol. 6(5), pages 1-44, May.
    10. Gisele de Campos Ribeiro & Carole Donada & Caroline Mothe & Gwenaëlle Nogatchewsky, 2019. "The Respective Effects of Virtues and Inter-Organizational Management Control Systems on Relationship Quality and Performance: Virtues Win," Post-Print hal-01700970, HAL.
    11. Lujun Su & Yinghua Huang, 2018. "How does Perceived Destination Social Responsibility Impact Revisit Intentions: The Mediating Roles of Destination Preference and Relationship Quality," Sustainability, MDPI, vol. 11(1), pages 1-22, December.
    12. Tripathi, Gaurav & Dave, Kartik, 2013. "Store format choice and relationship quality in apparel retail: A study of young and early-middle aged shoppers in New Delhi region," Journal of Retailing and Consumer Services, Elsevier, vol. 20(5), pages 479-487.
    13. Fernandes, Teresa & Pinto, Teresa, 2019. "Relationship quality determinants and outcomes in retail banking services: The role of customer experience," Journal of Retailing and Consumer Services, Elsevier, vol. 50(C), pages 30-41.
    14. Carole Donada & Caroline Mothe & Gwenaëlle Nogatchewsky & Gisele Campos Ribeiro, 2019. "The Respective Effects of Virtues and Inter-organizational Management Control Systems on Relationship Quality and Performance: Virtues Win," Journal of Business Ethics, Springer, vol. 154(1), pages 211-228, January.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Herington, Carmel & Johnson, Lester W. & Scott, Don, 2009. "Firm-employee relationship strength--A conceptual model," Journal of Business Research, Elsevier, vol. 62(11), pages 1096-1107, November.
    2. Tomás F. Espino-Rodríguez & Juan Carlos Ramírez-Fierro, 2019. "Dimensions of behavior and proactive improvement in hotel outsourcing relationships: the role of justice," Service Business, Springer;Pan-Pacific Business Association, vol. 13(3), pages 479-508, September.
    3. Manolis, Chris & Nygaard, Arne & Stillerud, Bård, 1997. "Uncertainty and vertical control: An international investigation," International Business Review, Elsevier, vol. 6(5), pages 501-518, October.
    4. Zur, Andrew & Leckie, Civilai & Webster, Cynthia M., 2012. "Cognitive and affective trust between Australian exporters and their overseas buyers," Australasian marketing journal, Elsevier, vol. 20(1), pages 73-79.
    5. Hoang Linh VU & Dominique BONET FERNANDEZ, 2014. "Proposition d’un modèle de relations producteur-distributeur : une application à la gestion des conflits en contexte interculturel," Working Papers 2014-231, Department of Research, Ipag Business School.
    6. Yadong Luo & Yi Liu & Jiaqi Xue, 2009. "Relationship Investment and Channel Performance: An Analysis of Mediating Forces," Journal of Management Studies, Wiley Blackwell, vol. 46(7), pages 1113-1137, November.
    7. Artz, Kendall W. & Brush, Thomas H., 2000. "Asset specificity, uncertainty and relational norms: an examination of coordination costs in collaborative strategic alliances," Journal of Economic Behavior & Organization, Elsevier, vol. 41(4), pages 337-362, April.
    8. Noor Hasmini Binti Abd Ghani & Mohammad Kashedul Wahab Tuhin, 2016. "Consumer Brand Relationships," International Review of Management and Marketing, Econjournals, vol. 6(4), pages 950-957.
    9. Gatignon, Aline & Gatignon, Hubert, 2010. "Erin Anderson and the Path Breaking Work of TCE in New Areas of Business Research: Transaction Costs in Action," Journal of Retailing, Elsevier, vol. 86(3), pages 232-247.
    10. Huo, Baofeng & Fu, Dijia & Zhao, Xiande & Zhu, Jingwen, 2016. "Curbing opportunism in logistics outsourcing relationships: The role of relational norms and contract," International Journal of Production Economics, Elsevier, vol. 182(C), pages 293-303.
    11. repec:dau:papers:123456789/4215 is not listed on IDEAS
    12. Inman, J. Jeffrey & Nikolova, Hristina, 2017. "Shopper-Facing Retail Technology: A Retailer Adoption Decision Framework Incorporating Shopper Attitudes and Privacy Concerns," Journal of Retailing, Elsevier, vol. 93(1), pages 7-28.
    13. Bauer, Florian & King, David & Matzler, Kurt, 2016. "Speed of acquisition integration: Separating the role of human and task integration," Scandinavian Journal of Management, Elsevier, vol. 32(3), pages 150-165.
    14. Pennings, Joost M. E., 2004. "A marketing-finance approach towards industrial channel contract relationships: a model and application," Journal of Business Research, Elsevier, vol. 57(6), pages 601-609, June.
    15. Ferenc Farkas & Giora Avny, 2005. "Cross-Cultural Issues of International Joint Ventures: A Viewpoint from Israel," Proceedings-3rd International Conference on Management, Enterprise and Benchmarking (MEB 2005),, Óbuda University, Keleti Faculty of Business and Management.
    16. Sandy D. Jap & Erin Anderson, 2003. "Safeguarding Interorganizational Performance and Continuity Under Ex Post Opportunism," Management Science, INFORMS, vol. 49(12), pages 1684-1701, December.
    17. Shih-Wei Chou & Chia-Shiang Hsu, 2016. "Understanding online repurchase intention: social exchange theory and shopping habit," Information Systems and e-Business Management, Springer, vol. 14(1), pages 19-45, February.
    18. Beugelsdijk, S. & Koen, C.I. & Noorderhaven, N.G., 2004. "Organizational Culture and Relationship Skills," Other publications TiSEM 29a52938-acd6-4261-841f-5, Tilburg University, School of Economics and Management.
    19. Nikolchenko, Natalia & Lebedeva, Anastasia, 2017. "Integrative Approach to Supply Chain Collaboration in Distribution Networks: Impact on Firm Performance," Conference Papers 10462, Graduate School of Management, St. Petersburg State University.
    20. repec:dgr:rugsom:03g23 is not listed on IDEAS
    21. Norazman Saharum & Ahmad Rahman Songip & Nurul Fadly Habidin & Mas Bambang Baroto, 2017. "A Review of Evolutionary Theories in Sustainability related to the Franchise System," International Journal of Academic Research in Business and Social Sciences, Human Resource Management Academic Research Society, International Journal of Academic Research in Business and Social Sciences, vol. 7(4), pages 756-771, April.
    22. Varela-Neira, Concepción & Araujo, Marisa del Río & Sanmartín, Emilio Ruzo, 2018. "How and when a salesperson's perception of organizational politics relates to proactive performance," European Management Journal, Elsevier, vol. 36(5), pages 660-670.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:46:y:1999:i:3:p:303-313. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.