The impact of a distributor's trust in a supplier and use of control mechanisms on relational value creation in marketing channels

Yi Liu · Lei Tao · Yuan Li · Adel I. El‐Ansary

40 citations0/0 files storedJournal of Business and Industrial Marketing

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Customer Service Quality and Loyalty Supply Chain and Inventory Management Quality and Supply Management

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Purpose – The purpose of this paper is to explore empirically how a distributor's trust in a supplier and its use of control mechanisms affect the values it gains from the relationship.

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References

1994The Commitment-Trust Theory of Relationship Marketing 1986Self-Reports in Organizational Research: Problems and Prospects 1997Social Structure and Competition in Interfirm Networks: The Paradox of Embeddedness 1987Developing Buyer-Seller Relationships 1997An Examination of the Nature of Trust in Buyer-Seller Relationships 1994Determinants of Long-Term Orientation in Buyer-Seller Relationships 1990A Model of Distributor Firm and Manufacturer Firm Working Partnerships 1990Relationship Quality in Services Selling: An Interpersonal Influence Perspective

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2015Relational bonding strategies in the franchise industry: the moderating role of duration of the relationship 2010An Examination of Trust Dimensions across High and Low Dependence Situations

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