Advertisement

Relationship marketing and distribution channels

  • Barton A. Weitz
  • Sandy D. Jap
Special Issue On Relationship Marketing

Abstract

The interest of practitioners and academics in channel relationship management has shifted from corporate channel structures and relationships in conventional channels governed by use of power to relationships between independent firms involving contractual and normative control mechanisms. In this article, we identify several factors leading to this change of interest, propose a scheme for classifying channel relationship research based on control mechanisms, and suggest areas for future research involving the use of contractual and normative control mechanisms in conventional channel relationships.

Keywords

Distribution Channel Contractual Term Channel Member Channel Management Market Science Fall 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.

References

  1. Achrol, Ravi and Louis Stern. 1988. “Environmental Determinants of Decision-Making Uncertainty in Marketing Channels.”Journal of Marketing Research 25 (February): 36–50.CrossRefGoogle Scholar
  2. Altman, Irwin and Dalmas A. Taylor. 1973.Social Penetration: The Development of Interpersonal Relations. New York: Holt, Rinehart and Winston.Google Scholar
  3. Anderson, Erin and Barton Weitz. 1986. “Make-Or-Buy Decisions: Vertical Integration and Market Productivity.”Sloan Management Review 27 (Spring): 3–19.Google Scholar
  4. ————— and —————. 1989. “Determinants of Continuity in Conventional Industrial Channel Dyads.”Marketing Science 8 (Fall): 310–23.Google Scholar
  5. ————— and —————. 1992. “The Use of Pledges to Build and Sustain Commitment in Distribution Channels.”Journal of Marketing Research 29 (February): 18–34.CrossRefGoogle Scholar
  6. Anderson, James and James Narus. 1990. “A Model of Distributor Firm and Manufacturer Firm Working Partnerships.”Journal of Marketing 54 (January): 42–58.CrossRefGoogle Scholar
  7. Bach, W. and P. Wyden. 1968.The Intimate Enemy. New York: William Morrow.Google Scholar
  8. Bateson, Gregory. 1972.Steps to an Ecology of Mind. New York: Ballantine.Google Scholar
  9. Baxter, Leslie A. and W. W. Wilmot. 1984. “Secret Tests: Social Strategies for Acquiring Information About the State of the Relationship.”Human Communication Research 11: 171–201.CrossRefGoogle Scholar
  10. ————— and —————. 1985. “Taboo Topics in Close Relationships.”Journal of Social and Personal Relationships 9: 253–275.CrossRefGoogle Scholar
  11. Bell, Robert A. and J. A. Daly. 1984. “The Affinity-Seeking Function of Communication.”Communication Monographs 51: 91–115.Google Scholar
  12. Bergen, Mark, Shantaneau Dutta, and Orville Walker Jr. 1992. “Agency Relationships in Marketing: A Review of the Implications and Applications in Agency Related Theories.”Journal of Marketing 56 (July): 1–24.CrossRefGoogle Scholar
  13. Berger, Charles R. 1979. “Beyond Initial Interaction: Uncertainty, Understanding, and the Development of Interpersonal Relationships.” InLanguage and Social Psychology. Eds. H. Giles and R. St. Clair. Oxford: Blackwell, 122–144.Google Scholar
  14. Berger, Charles R. and James J. Bradac. 1982.Language and Social Knowledge: Uncertainty in Interpersonal Relations. London: Edward Arnold.Google Scholar
  15. Berger, Charles R. and Richard J. Calabrese. 1975. “Some Explorations in Initial Interaction and Beyond: Toward a Developmental Theory of Interpersonal Communication.”Human Communication Research 1: 99–112.CrossRefGoogle Scholar
  16. Berger, Charles R., R. R. Gardner, M. R. Parks, L. Schulman, and Gerald R. Miller. 1976. “Interpersonal Epistemology and Interpersonal Communication.” InExplorations in Interpersonal Communication. Ed. G. R. Miller. Beverly Hills, CA: Sage, 149–171.Google Scholar
  17. Bialeszewski, Dennis and Michael Giallourakis. 1985. “Perceived Communication Skills and Resultant Trust Perceptions Within the Channel of Distribution.”Journal of the Academy of Marketing Science 13 (Spring): 206–217.Google Scholar
  18. Blieszner, Rosemary and Rebecca G. Adams, Eds. 1992.Adult Friendships. London: Sage.Google Scholar
  19. Bradach, Jeffrey L. and Robert G. Eccles. 1989. “Price, Authority, and Trust: From Ideal Types to Plural Forms.”Annual Review of Sociology 15: 97–118.CrossRefGoogle Scholar
  20. Braiker, Harriet B. and Harold H. Kelley. 1979. “Conflict in the Development of Close Relationships.” InSocial Exchange in Developing Relationships. Eds R. L. Burgess and T. L. Huston. New York: Academic Press.Google Scholar
  21. Buchanan, Lauranne. 1992. “Vertical Trade Relationships: The Role of Dependence and Symmetry in Attaining Organizational Goals.”Journal of Marketing Research 29 (February): 65–75.CrossRefGoogle Scholar
  22. Bucklin, Louis. 1970.Vertical Marketing Systems. Glenview, IL: Scott, Foresman.Google Scholar
  23. Canary, Daniel J. and William R. Cupach. 1988. “Relational and Episodic Characteristics Associated With Conflict Tactics.”Journal of Social and Personal Relationships 5: 305–325.CrossRefGoogle Scholar
  24. Cate, Rodney M. and Sally A. Lloyd, Eds. 1992.Courtship. London: Sage.Google Scholar
  25. Clark, Margaret S. and J. Mills. 1979. “Interpersonal Attraction in Exchange and Communal Relationships.”Journal of Personality and Social Psychology 37: 12–24.CrossRefGoogle Scholar
  26. Coser, Lewis A., Charles Kadushin, and Walter W. Powell. 1982.The Culture and Commerce of Publishing. New York: Basic Books.Google Scholar
  27. Coughlan, Anne and Subrata Senn. 1989. “Salesforce Compensation: Theory and Managerial Implications.”Marketing Science 4 (Fall): 267–91.Google Scholar
  28. Deshpande, Rohit and Fredrick Webster. 1992. “Organizational Culture and Marketing: Defining the Research Agenda.”Journal of Marketing 53 (January): 3–15.CrossRefGoogle Scholar
  29. Desiraju, Ramarao. 1994. “Exclusivity and Resale Price Maintenance in Channel of Distribution.” Working paper. College of Business, University of Delaware, Newark.Google Scholar
  30. Deutsch, Morton. 1973.The Resolution of Conflict: Constructive and Destructive Processes. New Haven, CT: Yale University Press.Google Scholar
  31. Doz, Yves L. 1988. “Technology Partnerships Between Larger and Smaller Firms: Some Critical Issues.”International Studies of Management and Organization 17 (4): 31–57.Google Scholar
  32. Duck, Steve, Ed. 1994a.Dynamics of Relationships. London: Sage.Google Scholar
  33. —— 1994b.Meaningful Relationships: Talking Sense and Relating. London: Sage.Google Scholar
  34. Dwyer, F. Robert, Paul Schurr, and Sejo Oh. 1987. “Developing Buyer-Seller Relationships.”Journal of Marketing 51 (April): 11–27.CrossRefGoogle Scholar
  35. Etgar, Michael. 1979. “Channel Domination and Countervailing Power in Distribution Channels.”Journal of Marketing Research 13 (February): 254–262.CrossRefGoogle Scholar
  36. Fitzpatrick, Mary Anne. 1988.Between Husbands and Wives: Communication in Marriage. Newbury Park, CA: Sage.Google Scholar
  37. Frazier, Gary. 1983. “Interorganizational Exchange Behavior in Marketing Channels: A Broadened Perspective.”Journal of Marketing 47 (Fall): 68–78.CrossRefGoogle Scholar
  38. Frazier, Gary and Raymond Rhody. 1991. “The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels.”Journal of Marketing 55 (January): 52–69.CrossRefGoogle Scholar
  39. Frazier, Gary and John Summers. 1984. “Interfirm Influence Strategies and Their Applications Within Distribution Channels.”Journal of Marketing 48 (Summer): 43–55.CrossRefGoogle Scholar
  40. ————— and —————. 1986. “Perceptions of Interfirm Power and Its Use Within a Franchise Channel of Distribution.”Journal of Marketing Research 23 (May): 169–76.CrossRefGoogle Scholar
  41. Frazier, Gary, James Gill, and Sudhir Kale. 1989. “Dealer Dependence Levels and Reciprocal Action in a Channel of Distribution in a Developing Country.”Journal of Marketing 53 (January): 50–69.CrossRefGoogle Scholar
  42. Fry, W. R., I. J. Firestone, and D. Williams. 1979. “Bargaining Process in Mixed-Singles Dyads: Loving and Losing.” InAnnual Meeting of the Eastern Psychological Association. Philadelphia, PA.Google Scholar
  43. Ganesan, Shankar. 1993. “Negotiation Strategies and the Nature of Channel Relationships.”Journal of Marketing Research 30 (May): 183–202.CrossRefGoogle Scholar
  44. ——. 1994. “Determinants of Long-Term Orientation in Buyer-Seller Relationships.”Journal of Marketing 58 (April): 1–19.CrossRefGoogle Scholar
  45. Ganesan, Shankar and Barton Weitz. 1994. “The Impact of Staffing Policies on Marketing Employee Job Attitudes and Behaviors.” Working paper. College of Business Administration, University of Florida, Gainesville.Google Scholar
  46. Gaski, John. 1984. “The Theory of Power and Conflict in Channels of Distribution.”Journal of Marketing 48 (Summer): 9–28.CrossRefGoogle Scholar
  47. Gibbs, Jack P. 1981.Norms, Deviance, and Social Control: Conceptual Matters. New York: Elsevier.Google Scholar
  48. Granovetter, Mark. 1985. “Economic Action and Social Structure: The Problem of Embeddedness.”American Journal of Sociology 91: 481–510.CrossRefGoogle Scholar
  49. Håkansson, Håkan and Jan Johanson. 1988. “Formal and Informal Cooperation Strategies in International Industrial Networks.” InCooperative Strategies in International Business. Eds. F. J. Contractor and P. Lorange. Lexington, MA: Lexington Books, 369–379.Google Scholar
  50. Hawes, L. C. and D. H. Smith. 1973. “A Critique of Assumptions Underlying the Study of Communication in Conflict.”Quarterly Journal of Speech 62: 423–435.Google Scholar
  51. Heide, Jan. 1994. “Interorganizational Governance in Marketing Channels.”Journal of Marketing 58 (January): 70–85.CrossRefGoogle Scholar
  52. Heide, Jan and George John. 1988. “The Role of dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels.”Journal of Marketing 52 (January): 20–35.CrossRefGoogle Scholar
  53. ———— and ————. 1990. “Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships.”Journal of Marketing Research 27 (February): 24–36.CrossRefGoogle Scholar
  54. ———— and ————. 1992. “Do Norms Matter in Marketing Relationship?”Journal of Marketing 56 (April): 22–44.CrossRefGoogle Scholar
  55. Helper, S. and D. Levine. 1992. “Long-term Supplier Relations and Product-Market Structure.”Journal of Law, Economics, and Organization 8: 561–82.Google Scholar
  56. Hunt, Shelby, Nina Ray, and Van Wood. 1985. “Behavioral Dimensions of Channels of Distribution: Review and Synthesis.”Journal of the Academy of Marketing Science 13 (Summer): 1–14.Google Scholar
  57. John, George and Barton Weitz. 1989. “Salesforce Compensation: An Empirical Investigation of Factors Related to the Use of Salary vs. Incentive Compensation.”Journal of Marketing Research 26 (February): 1–14.CrossRefGoogle Scholar
  58. Katriel, Tamar and G. Philipsen. 1981. “What We Need is Communication: ‘Communication’ as a Cultural Category in Some American Speech.”Communication Monographs 48: 301–317.Google Scholar
  59. Kimmel, M. J., Dean G. Pruitt, J. M. Magenau, E. Konar-Goldband, and Peter J. D. Carnevale. 1980. “Effects of Trust, Aspiration, and Gender on Negotiation Tactics.”Journal of Personality and Social Psychology 38: 9–23.CrossRefGoogle Scholar
  60. Krauss, Robert M. and Morton Deutsch. 1966. “Communication in Interpersonal Bargaining.”Journal of Personality and Social Psychology 4: 572–577.CrossRefGoogle Scholar
  61. LaFountaine, Francine. 1992. “Agency Theory and Franchising: Some Empirical Results.”RAND Journal of Economics 23 (Summer): 263–83.CrossRefGoogle Scholar
  62. Lal, Rajiv. 1990. “Improving Channel Coordination Through Franchising.”Marketing Science 9 (4): 299–318.Google Scholar
  63. Larson, Andrea. 1992. “Network Dyads in Entrepreneurial Settings: A Study of the Governance of Exchange Relationships.”Administrative Science Quarterly 37: 76–104.CrossRefGoogle Scholar
  64. Longley, J. and Dean G. Pruitt. 1980. “A Critique of Janis’ Theory of Groupthink.” InReview of Personality and Social Psychology Vol. 1. Ed. Ladd Wheeler. Beverly Hills, CA: Sage.Google Scholar
  65. Lorenzoni, Gianni and Oscar Ornati. 1988. “Constellations of Firms and New Ventures.”Journal of Business Venturing 3: 41–57.CrossRefGoogle Scholar
  66. Lott, A. and B. Lott. 1965. “Group Cohesiveness as Interpersonal Attraction: A Review of Relationships Between Antecedent and Consequent Variables.”Psychological Bulletin 64: 259–309.CrossRefGoogle Scholar
  67. Macneil, Ian. 1980.The New Social Contract. New Haven, CT: Yale University Press.Google Scholar
  68. Maitland, Ian, John Bryson, and Andrew Van de Ven. 1985. “Sociologists, Economists, and Opportunism.”Academy of Management Review 10 (1): 59–65.CrossRefGoogle Scholar
  69. Mallen, Bruce. 1973. “Functional Spin-Off: A Key to Anticipating Change in Distribution Structure.”Journal of Marketing 37 (July): 18–25.CrossRefGoogle Scholar
  70. McAlister, Leigh. 1994. “Overview of Industry Changes.” Paper presented at the Marketing Science Institute Conference on the Changing Landscape in Grocery Retailing: The Information Highway Reaches the Trading Post, Atlanta, June.Google Scholar
  71. McCammon, Burt Jr. 1970. “Perspectives on Distribution Programming.” InVertical Marketing Systems. Ed. L. Bucklin. Glenview, IL: Scott, Foresman, 2–48.Google Scholar
  72. Miell, Dorothy and Steve W. Duck. 1986. “Strategies in Developing Friendships.” Eds. Barbara A. Winstead and V. J. Derlega. New York: Springer-Verlag.Google Scholar
  73. Moch, Michael and Stanley E. Seashore. 1981. “How Norms Affect Behaviors In and Of Corporations.” InHandbook of Organizational Design. Eds. P. C. Nystrom and W. H. Starbuck. New York: Oxford University Press, 210–237.Google Scholar
  74. Mohr, Jakki, Robert Fisher, John Nevin. 1994. “The Role of Communication Strategy in Channel Member Performance: Is More Collaborative Communications Better?” Working paper #94–119. Marketing Science Institute, Cambridge, MA.Google Scholar
  75. Moorman, Christine, Gerald Zaltman, and Rohit Deshpande. 1992. “Relationships Between Providers and Users of Market Research: The Dynamics of Trust Within and Between Organizations.”Journal of Marketing Research 29 (August): 314–328.CrossRefGoogle Scholar
  76. Morgan, Robert and Shelby Hunt. 1994. “The Commitment-Trust Theory of Relationship Marketing.”Journal of Marketing 58 (July): 20–38.CrossRefGoogle Scholar
  77. Oliver, C. 1990. “Determinants of Interorganizational Relationships: Integration and Future Directions.”Academy of Management Review 15: 241–65.CrossRefGoogle Scholar
  78. Ouchi, William. 1979. “A Conceptual Framework for the Design of Organizational Control Mechanisms.”Management Science 25 (9): 833–48.Google Scholar
  79. Owen, W. 1984. “Interpretative Themes in Relational Communication.”Quarterly Journal of Speech 70: 274–287.Google Scholar
  80. Perrow, Charles. 1981. “Markets, Hierarchies, and Hegemony.” InPerspectives on Organization Design and Behavior. Eds. A. H. V. d. Ven and W. F. Joyce. New York: Wiley, 371–386.Google Scholar
  81. Peters, Tom and Robert Waterman. 1983.In Search of Excellence. New York: Harper Row.Google Scholar
  82. Pruitt, Dean G. and S. A. Lewis. 1977. “The Psychology of Integrative Bargaining.” InNegotiations: A Social Psychological Perspective. Eds. D. Druckman. Beverly Hills, CA: Sage-Halsted.Google Scholar
  83. Pruitt, Dean G., M. J. Kimmel, S. Britton, Peter J. D. Carnevale, J. M. Magenau, J. Peragallo, and P. Engram. 1978. “The Effect of Accountability and Surveillance on Integrative Bargaining.” InBargaining Behavior. Eds. H. Sauermann. Tubingen, NY: Mohr.Google Scholar
  84. Reve, Torger and Louis Stern. 1979. “Interorganizational Relationships in Marketing Channels.”Academy of Management Review 4 (July): 405–16.CrossRefGoogle Scholar
  85. Ring, Peter and Andrew Van de Ven. 1994. “Development of Processes of Cooperative Interorganizational Relationships.”Academy of Management Review 19 (1): 80–118.CrossRefGoogle Scholar
  86. Samter, W. and B. Burleson. 1984. “When You’re Down and Troubled … Have You Got a Friend? Effects of Cognitive and Motivational Factors on Spontaneous Comforting in a Quasi-Natural Situation.” InAnnual International Communication Association Proceedings Conference, San Francisco, 213–7.Google Scholar
  87. Schurr, Paul H. and Julie L. Ozanne. 1985. “Influence on Exchange Processes: Buyers’ Preconceptions of a Seller’s Trustworthiness and Bargaining Toughness.”Journal of Consumer Research 11 (March): 939–953.CrossRefGoogle Scholar
  88. Shapiro, Roy D. and Jonathan Byrnes. 1991. “Intercompany Operating Ties: Unlocking the Value in Channel Restructuring.” Working paper. Harvard Business School Division of Research, Boston.Google Scholar
  89. Shotter, John. 1987. “The Social Construction of an ‘Us’: Problems of Accountability and Narratology.” InAccounting for Relationships: Explanation, Representation, and Knowledge. Eds. R. Burnett, P. McGhee, and D. Clarke. London: Methuen, 225–247.Google Scholar
  90. Stern, Louis W. and Adel I. El-Ansary. 1988.Marketing Channels. Third edition. Englewood Cliffs, NJ: Prentice-Hall.Google Scholar
  91. Teas, Kenneth and James Horell. 1981. “Salesperson Satisfaction and Performance Feedback.”Industrial Marketing Management 10: 49–57.CrossRefGoogle Scholar
  92. Thibaut, John W. and C. Faucheux. 1965. “The Development of Contractual Norms in a Bargaining Situation Under Two Types of Stress.”Journal of Experimental Social Psychology 1: 89–102.CrossRefGoogle Scholar
  93. Thibaut, John W. and Harold H. Kelley. 1959.The Social Psychology of Groups. New York: Wiley.Google Scholar
  94. Thomas, Kenneth W. 1979. “Organizational Conflict.” InOrganization Behavior. Ed. S. Kerr. Wiley, 151–181.Google Scholar
  95. Van de Ven, Andrew. 1976. “On the Nature, Formation, and maintenance of Relationships Among Organizations.”Academy of Management Review 1: 24–36.CrossRefGoogle Scholar
  96. Vilas-Boas, J. Miguel. 1994. “Sleeping with the Enemy: Should Competitors Share the Same Advertising Agency?”Marketing Science 13 (Spring): 190–202.CrossRefGoogle Scholar
  97. Walker, Gordon. 1988. “Network Analysis for Cooperative Interfirm Relationships.” InCooperative Strategies in International Business. Eds. F. J. Contractor and P. Lorange. Lexington, MA: Lexington Books, 227–240.Google Scholar
  98. Williamson, Oliver. 1983. “Credible Commitment: Using Hostages to Support Exchange.”American Economic Review 73 (September): 519–40.Google Scholar
  99. ——. 1985.The Economic Institutions of Capitalism. New York: Free Press.Google Scholar
  100. Workman, John. 1993. “Marketing’s Limited Role in New Product Development in Computer System Firm.”Journal of Marketing Research (November): 405–21.Google Scholar
  101. Zajac, Edward and Cyrus Olsen. 1993. “From Transaction Cost to Transaction Value Analysis: Implications for the Study of Interorganizational Relations.”Journal of Management Studies 30 (January): 131–45.CrossRefGoogle Scholar
  102. Zand, Dale E. 1972. “Trust and Managerial Problem Solving.”Administrative Science Quarterly 17 (2): 229–239.CrossRefGoogle Scholar

Copyright information

© Academy of Marketing Science 1995

Authors and Affiliations

  • Barton A. Weitz
    • 1
  • Sandy D. Jap
    • 2
  1. 1.the Marketing Department in the College of Business Administration at the University of FloridaUSA
  2. 2.the Sloan School of ManagementMassachusetts Institute of TechnologyUSA

Personalised recommendations