12 research outputs found
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Interpersonal Dependence and Efficiency of Interfirm Exchange: A Cross-national Study of Industrial Distributor โ Supplier Relationships
A glaring hole exists between academic marketing literature and anecdotal observations on the effect of
interpersonal ties for interfirm exchange. Academic marketing literature, economic perspective in particular, either frowns on
or belittles the impact of interpersonal ties for interfirm exchange. In contrast, we often hear street-smart people say that it is
โwho you know, not what you know,โ that counts for the success in business. This study aims to clarify the role of
interpersonal ties in interfirm exchange by examining the effect of interpersonal dependence on interfirm-level issues in
industrial distributor โ supplier relationships. Specifically, we propose that interpersonal dependence has differential effects
on the elements of interfirm relationships (distributor dependence, trust, and commitment) and that, in return, these
exchange elements have differential effects on the efficiency of interfirm exchange. The proposed hypotheses were tested
with data collected through a survey of industrial distributors in the United States and Japan. The hypotheses on the effects
of interpersonal dependence on interfirm relational elements received a mixed support, while the hypotheses on the effects of
interfirm relational elements on the efficiency of exchange received support
On the effects of customer conditions on distributor commitment and supplier commitment in industrial channels of distribution
Output sector munificence and supplier control in industrial channels of distribution: a contingency approach
Relational behaviors in marketing channel relationships: Transaction cost implications
Despite recent progress in research on marketing channel relationships, one important question remains unaddressed: Do distributor relational behaviors lower transaction cost for distributors? If so, how do relational behaviors affect transaction cost? This study examines the process through which relational behaviors affect transaction cost. Combining the relational perspective with the transaction cost analysis of exchange, the author develops hypotheses on the links between relational behaviors and transaction cost from a distributor's point of view: a distributor's relational behaviors have different direct and indirect effects on its transaction cost. The proposed hypotheses are tested on distributor-supplier relationships with data collected through a national survey of industrial distributors. The hypotheses on the dual, differential effects of relational behaviors on distributor transaction cost received partial empirical support.Marketing channels Industrial goods Relational behavior Reciprocation Transaction cost