References
- Ailawadi, K. L., Beauchamp, J. P., Donthu, N., Gauri, D. K., & Shankar, V. (2009). Communication and promotion decisions in retailing: A review and directions for future research. Journal of Retailing, 85(1), 42–55. https://doi.org/https://doi.org/10.1016/j.jretai.2008.11.002
- Anderson, E., & Jap, S. D. (2005). The dark-side of close relationships. Sloan Management Review, 46(3), 75–82.
- Anderson, J. C., & Narus, J. A. (1990). A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing, 54(1), 42–58. https://doi.org/10.1177/002224299005400103
- Altman, E. I. (1968). Financial ratios, discriminant analysis and the prediction of corporate bankruptcy. Journal of Finance, XXIII(4), 189–209. https://doi.org/10.1111/j.1540-6261.1968.tb00843.x
- Brown, J. R., Cobb, A. T., & Lusch, R. F. (2006). The roles played by interorganizational contracts and justice in marketing channel relationships. Journal of Business Research, 59(2), 166–175. https://doi.org/https://doi.org/10.1016/j.jbusres.2005.04.004
- Caouette, J. B., Altman, E. I., & Narayanan, P. (1998). Managing credit risk – The next generation financial challenge. John Wiley & Sons.
- Corsten, D., & Kumar, N. (2005). Do suppliers benefit from collaborative relationships with large retailers? An empirical investigation of efficient consumer response adoption. Journal of Marketing, 69(3), 80–94. https://doi.org/https://doi.org/10.1509/jmkg.69.3.80.66360
- Dant, R. P., & Gleiberman, A. (2011). Preventing and combating the onset of dark-side symptoms. Journal of Marketing Management, 27(13–14), 1426–1443. https://doi.org/https://doi.org/10.1080/0267257X.2011.624535
- Dawar, N., & Stornelli, J. (2013). Rebuilding the relationship between manufacturers and retailers. MIT Sloan Management Review, 54(2), 83–90.
- Deng, X., Xie, J., & Xiong, H. (2013). Manufacturer-retailer contracting with asymmetric information on retailer’s degree of loss aversion. International Journal of Production Economics, 142(2), 372–380. https://doi.org/https://doi.org/10.1016/j.ijpe.2012.12.013
- Dwyer, F. R., Schurr, P. H., & Oh, S. (1987). Developing buyer-seller relationships. Journal of Marketing, 51(2), 11–27. https://doi.org/https://doi.org/10.2307/1251126
- Eyuboglu, N., Ryu, S., & Tellefsen, T. (2003). Current and future interdependence: Effects on channel relationships. Journal of Marketing Channels, 11(1), 3–26. https://doi.org/https://doi.org/10.1300/J049v11n01_02
- Ganesan, S. (1994). Determinants of long-term orientation in buyer-seller relationships. Journal of Marketing, 58(2), 1–19. https://doi.org/https://doi.org/10.1177/002224299405800201
- Ganesan, S., George, M., Jap, S. D., Palmatier, R. W., & Weitz, B. (2009). Supply chain management and retailer performance: Emerging trends, issues, and implications for research and practice. Journal of Retailing, 85(1), 84–94. https://doi.org/https://doi.org/10.1016/j.jretai.2008.12.001
- Geyskens, I., Steenkamp, J. E. M., & Kumar, N. (1999). A meta-analysis of satisfaction in marketing channel relationships. Journal of Marketing Research, 36(2), 223–238. https://doi.org/https://doi.org/10.2307/3152095
- Grayson, K., & Ambler, T. (1999). The dark side of long-term relationships in marketing services. Journal of Marketing Research, 36(1), 132–141. https://doi.org/https://doi.org/10.2307/3151921
- Griffith, D. A., Harvey, M. G., & Lusch, R. F. (2006). Social exchange in supply chain relationships: The resulting benefits of procedural and distributive justice. Journal of Operations Management, 24(2), 85–98. https://doi.org/https://doi.org/10.1016/j.jom.2005.03.003
- Griffith, D. A., & Lusch, R. F. (2000). An examination of the influence of procedural justice on long-term orientation in wholesaler-supplier relationships. Journal of Marketing Channels, 7(3), 1–15. https://doi.org/https://doi.org/10.1300/J049v07n03_01
- Hawkins, T., Knipper, M. G., & Strutton, D. (2009). Opportunism in buyer-supplier relations: New insights from quantitative synthesis. Journal of Marketing Channels, 16(1), 43–75. https://doi.org/https://doi.org/10.1080/10466690802147961
- Hibbard, J. D., Kumar, N & Stern, L. W. (2001). Examining the impact of destructive acts in marketing channel relationships. Journal of Marketing Research, 38(1), 45–61. https://doi.org/https://doi.org/10.1509/jmkr.38.1.45.18831
- Holden, M. T., & O'Toole, T. (2004). A quantitative exploration of communication’s role in determining the governance of manufacturer-retailer relationships. Industrial Marketing Management, 33(6), 539–548. https://doi.org/https://doi.org/10.1016/j.indmarman.2004.02.003
- Hoppner, J. J., & Griffith, D. A. (2015). Looking back to move forward: A review of the evolution of research in international marketing channels. Journal of Retailing, 91(4), 610–626. https://doi.org/https://doi.org/10.1016/j.jretai.2015.04.005
- Iyer, G., & Villas-Boas, J. M. (2003). A bargaining theory of distribution channels. Journal of Marketing Research, 40(1), 80–100. https://doi.org/https://doi.org/10.1509/jmkr.40.1.80.19134
- Jap, S. D. (1999). Pie-expansion’ efforts: Collaboration processes in buyer-supplier relationships. Journal of Marketing Research, 36(4), 461–475. https://doi.org/https://doi.org/10.2307/3152000
- Jap, S. D. (2001). Pie-sharing in complex collaboration contexts. Journal of Marketing Research, 38(1), 86–99. https://doi.org/https://doi.org/10.1509/jmkr.38.1.86.18827
- Jap, S. D., & Ganesan, S. (2000). Control mechanisms and the relationship life cycle: Implications for safeguarding specific investments and developing commitment. Journal of Marketing Research, 37(2), 227–245. https://doi.org/https://doi.org/10.1509/jmkr.37.2.227.18735
- Johnsen, R. E., & Lacoste, S. (2016). An exploration of the ‘dark side’ associations of conflict, power, and dependence in customer-supplier relationships. Industrial Marketing Management, 59, 76–95. https://doi.org/https://doi.org/10.1016/j.indmarman.2015.12.011
- Kang, B., Oh, S., & Sivadas, E. (2012). The effect of dissolution intention on buyer-seller relationships. Journal of Marketing Channels, 19(4), 250–271. https://doi.org/https://doi.org/10.1080/1046669X.2012.700254
- Kantar Retail (2016). Confronting trade promotion fragmentation: Exceptional agility required. Trade Promotion Study 2016. http://docplayer.net/27439400-Confronting-trade-promotion-fragmentation.html
- Krafft, M., Goetz, O., Mantrala, M., Sotgiu, F., & Tillmanns, S. (2015). The evolution of marketing channel research domains and methodologies: An integrative review and future directions. Journal of Retailing, 91(4), 569–585. https://doi.org/https://doi.org/10.1016/j.jretai.2015.05.001
- Kumar, N. (1996). The power of trust in manufacturer-retailer relationships. Harvard Business Review, 74(6), 92–106.
- Kumar, N. (2005). The power of power in supplier-retailer relationships. Industrial Marketing Management, 34(8), 863–866. https://doi.org/https://doi.org/10.1016/j.indmarman.2005.02.003
- Liu, A., & Sharma, D. (2011). How to attain desired outcomes through channel conflict negotiation. Journal of Marketing Channels, 18(2), 103–121. https://doi.org/https://doi.org/10.1080/1046669X.2011.558828
- Mascarenhas, O. A., Kesavan, R., & Bernacchi, M. (2008). Buyer-seller information asymmetry: Challenges to distributive and corrective justice. Journal of Macromarketing, 28(1), 68–84. https://doi.org/https://doi.org/10.1177/0276146707311515
- Mooi, E. A., & Ruud, T. F. (2009). A stakeholder perspective on buyer-supplier conflict. Journal of Marketing Channels, 16(4), 291–307. https://doi.org/https://doi.org/10.1080/10466690903187932
- Morgan, R. M., & Hunt, S. D. (1994). The commitment-trust theory of relationship marketing. Journal of Marketing, 58(3), 20–38. https://doi.org/https://doi.org/10.2307/1252308
- Murry, J. P., Jr., & Heide, J. B. (1998). Managing promotion program participation within manufacturer-retailer relationships. Journal of Marketing, 62(1), 58–68. https://doi.org/https://doi.org/10.2307/1251803
- Nielsen. (2015). Nielsen launches game-changing trade promotion analysis and visualization. Nielsen.com March 6, 2020, from https://www.nielsen.com/us/en/press-releases/2015/nielsen-launches-game-changing-trade-promotion-analysis-and-visualization/.
- Noordewier, T. G., John, G., & Nevin, J. R. (1990). Performance outcomes of purchasing arrangements in industrial buyer-vendor relationships. Journal of Marketing, 54(4), 80–93. https://doi.org/https://doi.org/10.2307/1251761
- Parvatiyar, A., Donthu, N., Gruen, T., Jacobs, F., & Kesel, B. (2005). Best practices in post-audit recovery: An examination of prevalent post-audit practices in the retail industry. CBIM, GSU & iCRM.
- Poddar, A., Donthu, N., & Parvatiyar, A. (2013). Drivers of trade promotion receptiveness: The role of relationship and trade promotion satisfaction. Journal of Marketing Theory and Practice, 21(1), 45–56. https://doi.org/https://doi.org/10.2753/MTP1069-6679210103
- Progressivegrocer. (1993). Partners vs. profits. Promo/Progressive Grocer, Special Report, 72(December), 8–9.
- Rapperport, J. (2015). How ineffective promotions are dragging down top CPG brands. https://progressivegrocer.com/how-ineffective-promotions-are-dragging-down-top-cpg-brands
- Rosenberg, L. J., & Stern, L. W. (1970). Toward the analysis of conflict in distribution channels: a descriptive model. Journal of Marketing, 34(4), 40–46. https://doi.org/https://doi.org/10.2307/1250710
- Williamson, O. E. (1975). Markets and hierarchies: Analysis and antitrust implications. The Free Press.