94
Views
13
CrossRef citations to date
0
Altmetric
Original Articles

How and Why Do Relatively Dependent Manufacturers Resist Supplier Power?

Pages 61-77 | Published online: 15 Dec 2015

References

  • Anderson, James and David W. Gerbing (1988), “Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach,” Psychological Bulletin, 103 (4), 411–23.
  • Anderson, James and James Narus (1990), “A Model of Distributor Firm and Manufacturer-Firm Working Partnerships,” Journal of Marketing, 54 (January), 42–58.
  • Anderson, Erin and Barton Weitz (1989), “Determinants of Continuity in Conventional Industrial Channel Dyads,” Marketing Science, 8 (4), 310–23.
  • Anderson, Erin and Barton Weitz (1992), “The Use of Pledges to Build and Sustain Commitment in Distribution Channels,” Journal of Marketing Research, 25 (February), 18–34.
  • Armstrong, J. Scott and Terry S. Overton (1977), “Estimating Nonresponse Bias in Mail Surveys,” Journal of Marketing Research, 14 (August), 396–402.
  • Bachrach, Samuel B. and Edward J. Lawler (1981), Bargaining: Power, Tactics, and Outcomes. San Francisco: Jossey-Bass.
  • Bagozzi, Richard P. and Lynn W. Phillips (1982), “Representing and Testing Organizational Theories: A Holistic Construal,” Administrative Science Quarterly, 27 (September), 459–489.
  • Bagozzi, Richard P., Youjae Yi, and Lynn W. Phillips (1991), “Assessing Construct Validity in Organizational Research, Administrative Science Quarterly, 16 (1), 74–94.
  • Barney, Jay B. and Mark H. Hansen (1994), “Trustworthiness as a Source of Competitive Advantage,” Strategic Management Journal, 15, 175–190.
  • Bender, Peter M. and Chih-Ping Cho (1988), “Practical issues in Structural Modeling,” in Common Problems/Proper Solutions: Avoiding Error in Quantitative Research, J. Scot Long, ed. Newbury Park, CA: Sage Publications, 161–92.
  • Berger, Peter L. and Thomas Luckmann (1967), The Social Construction of Reality. New York: Bantam Doubleday Dell Publishing Group, Inc.
  • Brass Craft goes with the Flow,” Systems Management (1996), 24 (5, May), 53–56.
  • Brehm, Jack W. (1966), A Theory of Psychological Reactance. New York: Academic Press.
  • Bucklin, Louis P. and Sanjit Sengupta (1993), “Organizing Successful CoMarketing Alliances,” Journal of Marketing, 57 (April), 32–46.
  • Burrows, Peter and Garrett H. DeYoung (1990), “Recipe for Success: Keep Your Customers Smiling,” Electronic Business, 16 (19, October), 85–90.
  • Burt, David N. (1989), “Managing Suppliers Up to Speed,” Harvard Business Review, 67 (July - August), 127–35.
  • Chow, Gregory C. (1960), “Test of Equality Between Sets of Coefficients in Two Linear Regressions,” Econometrika, 28 (July), 591–605.
  • Churchill, Gilbert A Jr. (1979), “A Paradigm for Developing Better Measures of Marketing Constructs,” Journal of Marketing Research, 16 (February), 64–73.
  • Cohen, Jacob and Patricia Cohen (1983), Applied Multiple Regression/Correlation Analysis for the Behavioral Sciences, 2nd ed., Hillsdale, NJ: Lawrence Earlbaum Associated.
  • Cooper, Roy and Bob Lily (1994), “Taking the Sourness out of Sourcing,” International Journal of Physical Distribution and Logistics Management, 24 (3), 47–48.
  • Cravens, David W., Thomas N. Ingram, Raymond W. LaForge, and Clifford E. Young (1993), “Behavior-Based and Outcome-Based Salesforce Control Systems,” Journal of Marketing, 57 (October), 47–59.
  • Cronbach, Lee J. (1987), “Statistical Tests for Moderator Variables: Flaws in Analyses Recently Proposed, Psychological Bulletin, 102 (3), 414–17.
  • Crosby, Lawrence A., Kenneth R. Evans, and Deborah Cowles (1990), “Relationship Quality in Services Selling: An Interpersonal Influence Perspective,” Journal of Marketing, (July), 19–31.
  • Davis, Donald (1994), “Partnerships pay off,” Manufacturing Systems, (November), 4–14.
  • Dwyer, F. Robert, Paul H. Schurr, and Sejo Oh (1987), “Developing Buyer-Seller Relationships,” Journal of Marketing, 51 (April), 11–27.
  • Dwyer, F. Robert and Orville Walker (1981), “Bargaining in an Asymmetrical Power Structure,” Journal of Marketing, 45 (Winter), 104–115.
  • Dyer, Jeffrey H. (1996), “How Chrysler Created an American Keiretsu,” Harvard Business Review, July-August, 42–56.
  • El-Ansaiy, Adel and Louis Stem (1972), “Power Measurement in the Distribution Channel, ”, Journal of Marketing Research, 4 (February), 47- 52.
  • Ellram, Lisa M. (1991), “Supply Chain Management: The Industrial Organization Perspective,” International Journal of Distribution and Logistics Management, 21 (1), 13–22.
  • Emerson, Robert M. (1962), “Power-Dependence Relations,” American Sociological Review, 27 (February), 31–40.
  • Frazier, Gary L. and Raymond C. Rody (1991) “The Use of lnfluence Strategies in Interfirm Relationships in Industrial Product Channels,” Journal of Marketing, 55 (January), 52–69.
  • Frazier, Gary L. (1983), “On the Measurement of Interfirm Power in Channels of Distribution,” Journal of Marketing Research, 20 (May), 155–66.
  • Frazier, Gary L., James D. Gill, and Sudhir H. Kale (1989), “Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country,” Journal of Marketing, 53, (January), 50–69.
  • Frazier, Gaiy L. and John O. Summers (1984), “Interfirm Influence Strategies and Their Application Within Distribution Channels,” Journal of Marketing, 48 (Summer), 43–55.
  • Frazier, Gary L. and John O. Summers (1986), “Interfirm Power and Its use Within a Franchise Channel of Distribution,” Journal of Marketing Research, 23 (May), 169–76.
  • Ganesan, Shankar (1994), “Determinants of Long-Term Orientation in Buyer-Seller Relationships,” Journal of Marketing, 58 (April), 1–19.
  • Gaski, John (1984), “The Theory of Power and Conflict in Channels of Distribution,” Journal of Marketing, 48 (Summer), 9–29.
  • Gassenheimer, Jule B., David B. Baucus, and Melissa S. Baucus (1996), “Cooperative Arrangements among Entrepreneurs: An Analysis of Opportunism and Communication in Franchise Structures,” Journal of Business Research, 36, 67–79.
  • Gassenheimer, Jule B., Roger J. Calantone, Judith M. Schmitz, and Robert A. Robicheaux (1994), “Models of Channel Maintenance: What is the Weaker Party to Do?,” Journal of Business Research, 30, 225–236.
  • Geibing, David W. and James C. Anderson (1988), “An Updated Paradigm for Scale Development Incorporating Unidimensionality Assessment,” Journal of Marketing Research, 25 (May), 186–92.
  • Gundlach, Gregory T. (1994), “Exchange Governance: The Role of Legal and Nonlegal Approaches Across the Exchange Process,” Journal of Public Policy & Marketing, 13, (2), 246–258.
  • Gundlach, Gregory T., Ravi S. Achrol, and John T. Mentzer (1995), “The Structure of Commitment in Exchange,” Journal of Marketing, 59, (January), 78–92.
  • Gundlach, Gregory T. and Ernest R. Cadotte (1994), “Exchange Interdependence and Interfirm Interaction: Research in a Simulated Channel Setting,” Journal of Marketing Research, 31 (November), 516–32.
  • Hallen, Lars, Jan Johanson, and Nazeen Seyed-Mohamed (1991), “Interfirm Adaptation in Business Relationships,” Journal of Marketing, 55 (April), 29–37.
  • Harrington, Lisa (1996), “Untapped Savings Abound,” Industry Week, 245 (14, July 15th), 53–58.
  • Heide, Jan B. and George John (1988), “The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels,” Journal of Marketing, 52, 20–35.
  • Heide, Jan B., (1987), Explaining ’Closeness’ in Industrial Purchasing Relationships: The Effects of Dependence Symmetry on Inter Organizational Coordination Patterns. Unpublished Ph.D. Dissertation, Madison: University of Wisconsin.
  • Heide, Jan B. and George John (1990), “Alliances in Industrial Purchasing: The Determinants of Joint Action in Buyer-Supplier Relationships,” Journal of Marketing Research, 27, 24–36.
  • Heide, Jan B. and George John (1992), “Do Norms Matter in Marketing Relationships?” Journal of Marketing, 56 (April), 32–44.
  • House, Robert J. (1971), “A Path Goal Theory of Leader Effectiveness,” Administrative Science Quarterly, 16, 321–338.
  • Jackson, Barbara Bund (1985), Winning and Keeping Industrial Customers. Lexington, MA: Lexington Books.
  • John, George (1984), “An Empirical Investigation of Some Antecedents of Opportunism in a Marketing Channel,” Journal of Marketing Research, 21 (August), 278–89.
  • Johnston, Russel and Paul R. Lawrence (1988), “Beyond Vertical Integration - the Rise of the Value-Adding Partnership,” Harvard Business Review, July-August, 94–101.
  • Joshi, Ashwin W. and Rodney L. Stump (1996), “Supplier Opportunism: Antecedents and Consequences in Buyer-Supplier Relationships,” in AMA Educators’ Conference Proceedings, Cornelia Droge and Roger Calantone, eds., 129–135.
  • Klein, Benjamin, Robert A. Crawford, and Armen A. Alchian (1978), “Vertical Integration, Appropriable Rents, and the Competitive Contracting Process,” Journal of Law and Economics, 21, (October), 297–326.
  • Knutton, Peter (1996), “Supply Chain Efficiencies Please Demanding Customers,” Works Management, 49, (2, February), 37–41.
  • Kohli, Ajay K. and Bernard J. Jaworski (1994), “The Influence of Coworker Feedback on Salespeople,” Journal of Marketing, 58 (October), 82–94.
  • Kumar, Nirmalya, Lisa K. Scheer, and Jan-Benedict E.M. Steenkamp (1995), “The Effects of Perceived Interdependence on Dealer Attitudes,” Journal of Marketing Research, 32 (3), 348–356.
  • Kumar, Nirmalya, Louis W. Stem, and James C. Anderson (1993), “Conducting Interorganizatonal Research Using Key Informants,” Academy of Management Journal, 32 (February), 54–65.
  • LaLonde, Bernard J. and James M. Masters (1994), “Emerging Logistics Strategies: Blueprints for the Next Century,” International Journal of Distribution and Logistics Management, 24 97) 35–47.
  • Lance, Charles E. (1988), “Residual Centering, Exploratory and Confirmatory Moderator Analysis, and Decomposition of Effects in Path Models Containing Interactions,” Applied Psychological Measurement, 12 (June), 163–175.
  • Larson, Andrea (1992), “Network Dyads in Entrepreneurial Settings: A Study of the Governance of Exchange Relationships,” Administrative Science Quarterly, 37, 76–104.
  • Larson, Paul D. (1994), “Buyer-Supplier Cooperation, Product Quality and Total Costs,” International Journal of Distribution and Logistics Management, 24 (6), 4–10.
  • Lawler, E.E., and L. W. Porter (1973), Motivation in Work Organizations. Brooks/Cole, Monterey: CA
  • Lawler, Edward J., Rebecca S. Ford, and Mary A. Biegen (1988), “Coercive Capability in Conflict: A Test of Bilateral Deterrence versus Conflict Spiral Theory,” Social Psychology Quarterly, 51 (2), 93–107.
  • Lee, Hau L. and Corey Billington (1995), “The Evolution of Supply-Chain-Management: Models and Practices at Hewlett-Packard,” Interfaces, (25 (5, February), 42–63.
  • Lengnick-Hall, Cynthia A. (1996), “Customer Contributions to Quality: A Different View of the Customer-Oriented Firm,” Academy of Management Review, 21 (3), 791–824.
  • Mohr, Jakki and Robert Spekman (1994), “Characteristics of Partnership Success: Partnership Attributes, Communication Behavior, and Conflict Resolution Techniques,” Strategic Management Journal, 15, 135–152.
  • Moody Patricia (1993), Breakthrough Partnering. Essex Junction, VT: Oliver Wight Publications.
  • Morgan, Robert M. and Shelby D. Hunt (1994), “The Commitment-Trust Theory of Relationship Marketing,” Journal of Marketing, 58 (July), 20–38.
  • Neter, John, William Wasserman, and Michael H. Kutner (1990), Applied Linear Statistical Models: Regression, Analysis of Variance, and Experimental Designs, 3rd ed. Homewood, IL: Richard D. Irwin, Inc.
  • Noordewier, Thomas G., George John, and John R. Nevin (1990), “Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships,” Journal of Marketing, 54, (October), 80–93.
  • Nunnally, Jum C. (1978), Psychometric Theory, 2nd ed. New York: McGraw-Hill.
  • Olsen, Janeen E. and Kent L. Granzin (1993), “Using Channel Constructs to Explain Dealers’ Willingness to Help Manufacturers Combat Counterfeiting,” Journal of Business Research, 27, 147–70.
  • Ouchi, William G. (1979), “A Conceptual Framework for the Design of Organizational Control Mechanisms,” Management Science, 25 (9), 833–48.
  • Parikhe, Arvind (1993), “Strategic Alliance Structuring: A Game Theoretic and Transaction Cost Examination of Interfirm Cooperation,” Academy of Management Journal, 34 (4), 794–829.
  • Perdue, Barbara C. and John O. Summers (1991), “Purchasing Agents’ Use of Negotiation Strategies,” Journal of Marketing Research, 28 (May), 175–91.
  • Peter, J. Paul, Gilbert A. Churchill, and Tom J. Brown (1993), “Caution in the Use of Difference Scores in Consumer Research,” Journal of Consumer Research, 19 (March), 655–662.
  • Phillips, Lynn W. (1981), “Assessing Measurement Error in Key Informant Reports: A Methodological Note on Organizational Analysis in Marketing,” Journal of Marketing Research, 18 (November), 395–415.
  • Pilling, Bruce K., Lawrence A. Crosby, and Donald W. Jackson Jr., “Relational Bonds in Industrial Exchange: An Experimental Test of the Transaction Cost Economic Framework,” Journal of Business Research, 30, 237–51.
  • Porter, Michael (1980), Competitive Strategy. New York: The Free Press.
  • Powell, Walter W. (1990), “Neither Market nor Hierarchy : Network Forms of Organization,” in Research in Organizational Behavior, Barry M. Staw and Larry L. Cummings, eds., Vol. 12, Greenwich, CT: JAI Press, 295–336.
  • Provan, Keith G. (1993), “Embeddedness, Interdependence, and Opportunism in Organizational Supplier-Buyer Networks,” Journal of Management, 19 (4), 841–856.
  • Provan, Keith G. and Steven J. Skinner (1989), “Interorganizational Dependence and Control as Predictors of Opportunism in Dealer-Supplier Relations,” Academy of Management Journal, 32 (1), 202–12.
  • Scott, Charles and Roy Westbrook (1991), “New Strategic Tools for Supply Chain Management,” International Journal of Distribution and Logistics Management, 21 (1), 23–33.
  • Sharma, Subash, Richard M. Durand, and Oded Gur-Arie (1981), “Identification and Analysis of Moderator Variables,” Journal of Marketing Research, 18 (August), 291–300.
  • Sheth, Jagdish N. and Atul Parvatiyar (1995), “Relationship Marketing in Consumer Markets,” Journal of the Academy of Marketing Science, 23 (4), 255–271.
  • Simpson, James T., and Chris Paul (1994), “The Combined Effects of Dependence and Relationalism on the Use of Influence in Marketing Distribution Systems,” Marketing Letters, 5:2, 153–163.
  • Skinner, Steven J., Jule B. Gassenheimer, and Scott W. Kelley (1992), “Cooperation in Supplier-Dealer Relations,” Journal of Retailing, 68 92), 174–93.
  • Stump, Rodney L. (1995), “Antecedents of Purchasing Concentration: A Transaction Cost Explanation,” Journal of Business Research, 34, 145–57.
  • Tabachnick, Barbara G. and Linda S. Fidell (1989), Using Multivariate Statistics. Harper Collins Publishers, Inc.: New York.
  • Vroom, Victor H. (1964), Work and Motivation. Wiley: New York.
  • Webster, Fredrick E. Jr. (1992), “The Changing Role of Marketing in the Corporation,” Journal of Marketing, 56 (October), 1–17.
  • Williamson, Oliver E. (1985), The Economic Institutions of Capitalism. New York: Free Press.
  • Wines, Leslie (1996), “High Order Strategy for Manufacturing,” Journal of Business Strategy, 17 (4, July/August), 32–33.
  • Zaheer, Akbar and N. Venkatraman (1995), “Relational Governance as an Interorganizational Strategy: An Empirical Test of the Role of Trust in Economic Exchange,” Strategic Management Journal, 16, 373–392.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.