1990•Journal of MarketingRequires access

A Model of Distributor Firm and Manufacturer Firm Working Partnerships

James C. Anderson, James A. Narus

Abstract

A model of distributor firm and manufacturer firm working partnerships is presented and is assessed empirically on a sample of distributor firms and a sample of manufacturer firms. A multiple-informant research method is employed. Support is found for a number of the hypothesized construct relations and, in both manufacturer firm and distributor firm models, for the respecification of cooperation as an antecedent rather than a consequence of trust. Some implications for marketing practice are discussed briefly.

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Key concepts: Distributor, Sample (material), Business, Antecedent (behavioral psychology), Construct (python library), Industrial organization, Marketing, Psychology