IDEAS home Printed from https://ideas.repec.org/a/ids/ijatma/v8y2008i1p71-89.html
   My bibliography  Save this article

Dealer-carmaker relationship: the theories of the duality of trust and of power-dependence

Author

Listed:
  • Giancarlo Nadin

Abstract

The author advances a double model intended to investigate the relationship between carmakers and dealers. These models, based on international research, are tested in the Italian market and, in particular, in the automotive distribution domain. The results suggest that dealer–carmaker relationships are, at the same time, influenced positively by trust, and negatively by power and conflict. The former leads to a collaborative behaviour by the dealer, the latter, together with calculative commitment, has great effects on the dealer's behaviour of compliance. As a natural consequence, if carmakers desire and need more complicity and cooperation from their distribution networks, they will need to invest in fairness and in noncoercive behaviour in order to consolidate dealer's trust.

Suggested Citation

  • Giancarlo Nadin, 2008. "Dealer-carmaker relationship: the theories of the duality of trust and of power-dependence," International Journal of Automotive Technology and Management, Inderscience Enterprises Ltd, vol. 8(1), pages 71-89.
    • Handle: RePEc:ids:ijatma:v:8:y:2008:i:1:p:71-89
    as

    Download full text from publisher

    File URL: http://www.inderscience.com/link.php?id=18769
    Download Restriction: Access to full text is restricted to subscribers.
    ---><---

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

    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:ids:ijatma:v:8:y:2008:i:1:p:71-89. 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.

    We have no bibliographic references for this item. You can help adding them by using 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: Sarah Parker (email available below). General contact details of provider: http://www.inderscience.com/browse/index.php?journalID=2 .

    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.