DOI: 10.1177/002224299005400103 ISSN:
A Model of Distributor Firm and Manufacturer Firm Working Partnerships
James C. Anderson, James A. Narus- Marketing
- Business and International Management
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.