Publication Type

Journal Article

Publication Date

5-1999

Abstract

The authors advance a conceptual model of channel member satisfaction that distinguishes between economic and noneconomic satisfaction. The resulting model then is tested using meta-analysis, Meta-analysis enables the empirical investigation of a model involving several constructs that never have been examined simultaneously within an individual study. More specifically, the authors unify the stream of research on power use-the focus of many satisfaction studies in the 1970s and 1980s-with more recent work on trust and commitment, which usually explores antecedents other than power use. The results indicate that economic satisfaction and noneconomic satisfaction are distinct constructs with differential relationships to various antecedents and consequences. Furthermore, this study demonstrates that satisfaction is both conceptually and empirically separable from the related constructs of trust and commitment.

Keywords

buyer-seller relationships, entity power sources, influence strategies, interfirm power, member satisfaction, developing-country, job-satisfaction, sales force, conflict, performance

Discipline

Marketing

Research Areas

Marketing

Publication

Journal of Marketing Research

Volume

36

Issue

2

First Page

223

Last Page

238

ISSN

0022-2437

Identifier

10.2307/3152095

Publisher

American Marketing Association

Creative Commons License

Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 4.0 License.

Additional URL

http://doi.org/10.2307/3152095

Included in

Marketing Commons

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