• present, collectively, a rather disjointed collage" (p. 52). These authors, as well as Gattora (1978), have stressed the need for more comprehensive models in the area of channels of distribution, and more comprehensive methods for empirically testing them. This paper begins a research stream which embraces both of these needs. We present a model of channel working relationships from the distributor's perspective, which draws upon theoretical concepts from channel literature and concepts adapted from the theory of interpersonal relations developed by Thibaut and Kelley [(1959), Kelley 1983, Kelley and Thibaut 1978]. We then provide an initial empirical test of this model using a structural equation modeling approach (Bagozzi 1980, Joreskog 1978). The working relationship studied is one between a particular manufacturer and an industrial distributor-a firm that resells products and provides attendant services to other firms for use in the production of those firms' goods and/or services. Building upon work from social exchange theory and channels of distribution, a model of distributor-manufacturer working relationships from the distributor's perspective is presented. An initial empirical test, using a structural equation methodology, provided acceptable support of the model, given some measurement limitations. Further work on modeling both perspectives of the exchange relationship is discussed. ()
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  • 2016-06-24 ()
  • 10.1177/002224298404800407 ()
  • 74 ()
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  • en ()
  • 1984-01-23 ()
  • SAGE Publications ()
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  • A Model of the Distributor's Perspective of Distributor-Manufacturer Working Relationships ()
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