Publication Type
Journal Article
Version
publishedVersion
Publication Date
8-1995
Abstract
Channels research has consistently argued that asymmetric channel relationships are more dysfunctional than those characterized by symmetric interdependence, The authors propose that the degree of both interdependence asymmetry and total interdependence affect the level of interfirm conflict, trust, and commitment. Using survey data from automobile dealers, they demonstrate that, with increasing interdependence asymmetry, the dealer's trust in and commitment to the supplier decline while interfirm conflict increases, In addition, they demonstrate that relationships with greater total interdependence exhibit higher trust, stronger commitment, and lower conflict than relationships with lower interdependence. The effects on conflict are consistent with those predicted by bilateral deterrence theory, and the effects on trust and commitment are in accord with the authors' bilateral convergence predictions.
Keywords
power-dependence relations, distribution channels, performance outcomes, close relationships, marketing channels, commitment, perspective, strategies, conflict, trust
Discipline
Marketing
Research Areas
Marketing
Publication
Journal of Marketing Research
Volume
32
Issue
3
First Page
348
Last Page
356
ISSN
0022-2437
Identifier
10.2307/3151986
Publisher
American Marketing Association
Citation
KUMAR, Nirmalya; SCHEER, Lisa K.; and STEENKAMP, Jan-Benedict E. M..
The effects of perceived interdependence on dealer attitudes. (1995). Journal of Marketing Research. 32, (3), 348-356.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/5184
Creative Commons License
This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.
Additional URL
https://doi.org/10.2307/3151986