TY  - JOUR
TI  - A Model of Distributor Firm and Manufacturer Firm Working Partnerships
AU  - James C. Anderson
AU  - James A. Narus
PY  - 1990
JO  - Journal of Marketing
DO  - 10.1177/002224299005400103
UR  - https://doi.org/10.1177/002224299005400103
AB  - 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.
ER  -