바로가기메뉴

본문 바로가기 주메뉴 바로가기

ACOMS+ 및 학술지 리포지터리 설명회

  • 한국과학기술정보연구원(KISTI) 서울분원 대회의실(별관 3층)
  • 2024년 07월 03일(수) 13:30
 

logo

  • P-ISSN1738-3110
  • E-ISSN2093-7717
  • SCOPUS, ESCI

Time Lost forever: Relational bonds of watch manufacturers with retailers in India

Time Lost forever: Relational bonds of watch manufacturers with retailers in India

The Journal of Distribution Science(JDS) / The Journal of Distribution Science, (P)1738-3110; (E)2093-7717
2021, v.19 no.5, pp.23-34
https://doi.org/https://doi.org/10.15722/jds.19.5.202105.23
AMAWATE, Vibhas (Indian Institute of Management)

Abstract

Purpose: This study identifies the critical elements of relationship management required to be studied in distribution sciences to create a relational bond of watch manufacturers with their retailers in India. The offline watch retail market is undergoing a rapid transformation due to technology intervention in the product portfolio and the advent of online retailing. The study identifies the interrelationships amongst the constructs of interdependence, trust, affective commitment, and information exchange to form long-lasting relational bonds in the watch industry. Research design, data and methodology: We used a path analysis to investigate the relationship between interdependence, trust, affective commitment, and information exchange. Data has been collected from 143 watch retailers using judgmental sampling method. Results: The data analysis suggested the establishment of measurement and structural model. The absolute and relative goodness of fit models in the causal analysis are 0.628 and 0.959 suggesting a sufficient fit index. Based on the analysis of direct and indirect effects, the results indicate that trust fully mediates the effect of interdependence and information exchange of retailers with the manufacturer. Conclusions: Trust plays an important role in driving commitment and information exchange between watch manufacturers and retailers. Interdependence in the manufacturer-channel relationships would lead to affective commitment only when trust exists in the relationship. [AMAWATE, Vibhas.] in Web of Science and Scopus).

keywords
Distribution Science, Relational bonds, Emerging Markets, Information Exchange, Marketing Channels

참고문헌

1.

Agarwal, U., &Narayana, S. A. (2020). Impact of relational communication on buyer–supplier relationship satisfaction:role of trust and commitment. Benchmarking: An International Journal. https://doi.org/10.1108/BIJ-05- 2019-0220

2.

Andaleeb, S. S. (1995). Dependence relations and the moderating role of trust: Implications for behavioral intentions in marketing channels. International Journal of Research in Marketing, 12(2), 157 – 172

3.

Andaleeb, S. S. (1996). An Experimental Investigation of Satisfaction and Commitment in Marketing Channels: The Role of Trust and Dependence. Journal of Retailing, 72(1), 77-93

4.

Anderson, E., and Barton. W. (1989). Determinants of Continuity in Conventional Industrial Channel Dyads. Marketing Science, 8 (Fall), 310-23.

5.

Anderson, E., and Barton, W. (1992). The Use of Pledge to Build and Sustain Commitment in Distribution Channel. Journal of Marketing Research, 29 (February), 18-39

6.

Anderson, J. C., and Narus, J. A. (1990). A Model of Distributor Firm and Manufacturer Firm Working Partnerships. Journal of Marketing Research, 54 (January), 42-58.

7.

Antia, K. D., Zheng, X., & Frazier, G. L. (2013). Conflict management and outcomes in franchise relationships: the role of regulation. Journal of Marketing Research, 50(5), 577-589.

8.

Bagdoniene, L., and Hopeniene, R. (2013). Interdependence and Trust in Business Relationships Development: the Differences of Lithuanian Professional Services Providers’ and Clients’Approaches. International Journal of Services Economics and Management, 24 (2), 160-168

9.

Barber, B. (1983). The logic and limits of trust. New Brunswick, N.J. : Rutgers University Press

10.

Brown, J. R., Lusch, R. F., & Muehling, D. D. (1983). Conflict and power-dependence relations in retailer–supplier channels. Journal of Retailing, 59, 53 – 80

11.

Butler Jr, J. K., & Cantrell, R. S. (1984). A behavioral decision theory approach to modeling dyadic trust in superiors and subordinates. Psychological reports, 55(1), 19-28.

12.

Casciaro, T., & Piskorski, M. J. (2005). Power imbalance, mutual dependence, and constraint absorption: A closer look at resource dependence theory. Administrative science quarterly, 50(2), 167-199.

13.

Cater, B., and V. Zabkar (2009). Antecedents and consequences of commitment in marketing research services: the client’s perspective. Industrial Marketing Management, 38(7),785-797

14.

Cho, J. S.,& Kim, B. Y. (2011). Knowledge Management Strategy of a Franchise Business: The Case of a Paris Baguette Bakery. Journal of Distribution Science, 10(6), 39-53.

15.

Dahlstrom, R., & Nygaard, A. (1995a). An exploratory investigation of interpersonal trust in new and mature market economies. Journal of retailing, 71(4), 339-361.

16.

Deutsch, M. (1958). Trust and suspicion. Journal of conflict resolution, 2(4), 265-279.

17.

Dubey, R., Gunasekaran, A., Childe, S. J., Roubaud, D., Wamba, S. F., Giannakis, M., & Foropon, C. (2019). Big data analytics and organizational culture as complements to swift trust and collaborative performance in the humanitarian supply chain. International Journal of Production Economics, 210, 120-136.

18.

Dwyer, F.,Schurr, R. P. H., and Oh, S. (1987). Developing Buyer-Seller Relationships. Journal of Marketing, 51 (April), 11-27.

19.

El-Ansary, A. I., & Stern, L. W. (1972). Power measurement in the distribution channel. Journal of Marketing research, 9(1), 47-52.

20.

Emerson, R. M. (1962). Power-Dependence Relations. American Sociological Review, 27 (February), 31-41.

21.

Fornell, C., and Larcker, D. (1981). Evaluating structural equation models with unobservable variables with measurement errors. Journal of Marketing Research, 18(February), 39‐ 50.

22.

Frazier, G. L. (1983). Interorganizational exchange behavior in marketing channels: a broadened perspective. Journal of marketing, 47(4), 68-78.

23.

Frazier, G. L., Gill, J. D., & Kale, S. H. (1989). Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country. Journal of marketing, 53(1), 50-69.

24.

Frazier, G. L., & Rody, R. C. (1991). The use of influence strategies in interfirm relationships in industrial product channels. Journal of marketing, 55(1), 52-69.

25.

Ganesan, S. (1994). Determinants of Long-Term Orientation in Buyer-Seller Relationships. Journal of Marketing, 58(April), 1-19

26.

Gao, T., Sirgy, M. J., & Bird, M. M. (2005). Reducing buyer decision-making uncertainty in organizational purchasing: can supplier trust, commitment, and dependence help?. Journal of Business Research, 58(4), 397-405.

27.

Geyskens, I. J., Steenkamp, B. E. M., and Kumar, N. (1999). A Meta Analysisof Satisfaction in Marketing Channel Relationships. Journal of Marketing Research, 36(May),.223-238

28.

Grönhaug, K., & Haugland, S. A. (1988). Perceived Trust and Formalization in International Market Relationships. In Proceedings of the 17th Annual Conference of the European Marketing Academy (pp. 248-69). Bradford, England: European Marketing Academy.

29.

Heide, J. B., & John, G. (1992). Do norms matter in marketing relationships?. Journal of marketing, 56(2), 32-44.

30.

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.

31.

Houweling, J. C. (2011). Effects of trust and interdependence on relationship commitment: a study within a service supply chain (Master's thesis, Open Universiteit Nederland).

32.

Jia, F., Cai, S., & Xu, S. (2014). Interacting effects of uncertainties and institutional forces on information sharing in marketing channels. Industrial Marketing Management, 43(5), 737-746.

33.

Jiang, Z., Henneberg, S. C., & Naudé, P. (2012). Supplier relationship management in the construction industry: the effects of trust and dependence. Journal of Business &Industrial Marketing, 27(1), 3-15.

34.

Johnson, M. D., Gustafsson, A., Andreassen, T. W., Lervik, L., & Cha, J. (2001). The evolution and future of national customer satisfaction index models. Journal of economic Psychology, 22(2), 217-245.

35.

Jowett, S., and Nezlek, J. (2012). Relationship interdependence and satisfaction with important outcomes in coach-athlete dyads. Journal of Social and Personal Relationships, 29 (3), May, 287-301

36.

Kale, S. H. (1986). Dealer perceptions of manufacturer power and influence strategies in a developing country. Journal of Marketing Research, 23(4), 387-393.

37.

Kaufmann, P. J., and V. K. Rangan (1990). A Model for Managing System Conflict During Franchise Expansion. Journal of Retailing 66(2), 155–173

38.

Kim, K. (2000). On interfirm power, channel climate, and solidarity in industrial distributor-supplier dyads. Journal of the Academy of Marketing Science, 28(3), 388-405.

39.

Kim, K., & Frazier, G. L. (1997). On distributor commitment in industrial channels of distribution: a multicomponent approach. Psychology & Marketing, 14(8), 847-877.

40.

Kim, M. J. (2019). Marketing Environment and governance mechanisms: Focusing on Manufacturer's Interfirm Benevolence. The Journal of Industrial Distribution &Business, 10(1), 51-58.

41.

Koza, K. L., & Dant, R. P. (2007). Effects of relationship climate, control mechanism, and communications on conflict resolution behavior and performance outcomes. Journal of Retailing, 83(3), 279-296.

42.

Kumar, N., Scheer, L.K., and Steenkamp, J.B. E.M. (1995). The Effect of Perceived Interdependence on Dealer Attitudes. Journal of Marketing Research, 32(3), 348-356

43.

Kumar, N., Scheer, L. K., & Steenkamp, J. B. E. (1998). Interdependence, punitive capability, and the reciprocation of punitive actions in channel relationships. Journal of Marketing Research, 35(2), 225-235.

44.

Kumar, A., Heide, J. B., & Wathne, K. H. (2011). Performance implications of mismatched governance regimes across external and internal relationships. Journal of Marketing, 75(2), 1-17.

45.

Kwon, Y. S., & Mun, J. S. (2012). A Conceptual Review of the Transaction Costs within a Distribution Channel. The Journal of Distribution Science, 10(2), 29-41.

46.

Kwon, I. W. G., & Suh, T. (2004). Factors affecting the level of trust and commitment in supply chain relationships. Journal of supply chain management, 40(1), 4-14.

47.

Kwon, I. W. G., and Suh, T. (2005). Trust, Commitment and Relationships in Supply Chain Management: A Path Analysis. Supply Chain Management: An International Journal, 10, 26–33.

48.

Larzelere, R. E., and Huston, T. L. (1980). The Dyadic Trust Scale:Toward Understanding Interpersonal Trust in Close Relationships. Journal of Marriage and the Family, August, 595-604.

49.

Lee, H., Yi, H. T., & Son, M. (2020). The Effect of Relationship Incompatibility on Relationship Termination Intention in B2B Transaction. The Journal of Distribution Science, 18(4), 51-60.

50.

Lewicki, R. J., and Litterer, J. A. (1985). Negotiations. Irwin, Homewood, Il.

51.

Lohtia, R., Bello, D. C., & Porter, C. E. (2008). Building trust in US–Japanese business relationships: Mediating role of cultural sensitivity. Industrial Marketing Management, 38(3), 518–527

52.

Luhmann, N. (1979). Trust and Power. Chichester. UK: John Wiley & Sons.

53.

Lusch, R.F., & Brown, J.R. (1996). Interdependency, Contracting, and Relational Behavior in Marketing Channels. Journal of Marketing, 60(October), 19-38

54.

Lyu, M. K., & Yang, H. C. (2013). The Effect of Trust and Justice on Relation Satisfaction and Long-term Commitment in Franchise Business. The Journal of Distribution Science, 11(1), 25-34.

55.

Manolis, C., Dahlstrom, R., & Nygaard, A. (1995b). A preliminary investigation of ownership conversions in franchised distribution systems. Journal of Applied Business Research (JABR), 11(2), 1-8.

56.

McAllister, D. J. (1995). Affect-and cognition-based trust as foundations for interpersonal cooperation in organizations. Academy of management journal, 38(1), 24-59.

57.

Mehta, R., Anderson, R.E. A., Dubinsky, J., Mazur, J., and Polsa, P.(2011). Managing Channel Partner Relationships: A Cross National Study. Journal of Global Marketing, 24, 105- 124

58.

Ming, Y., Grabot, B., & Houé, R. (2014). A typology of the situations of cooperation in supply chains. Computers &Industrial Engineering, 67, 56-71.

59.

Moberg, C.R., Cutler, B.D., Gross, A., and Speh, T.W. (2002). Identifying antecedents of information exchange within supply chains. International Journal of Physical Distribution &Logistics Management, 32(9/10),755 - 770

60.

Moorman, C., Zaltman, G., and Deshpande, R. (1992). Relationships between Providers and Users of Market Research:The Dynamics of Trust within and between Organizations. Journal of Marketing Research, 29(Aug.), 314-329.

61.

Morgan, R.M., and Hunt, S. (1994). The Commitment-Trust Theory of Relationship Marketing. Journal of Marketing, 58(July), 20-38.

62.

Nevins, J.L., and Money,R.B. (2008). Performance implications of distributors effectiveness, trust and culture in import channels of distribution. Industrial Marketing Management, 37,.46-58

63.

Noordewier, T. G., John, G., & Nevin, J. R. (1990). Performance outcomes of purchasing arrangements in industrial buyervendor relationships. Journal of marketing, 54(4), 80-93.

64.

Palmatier, R. W., Dant, R.P., Grewal, D., and Evans, K.R. (2006). Factors influencing the Effectiveness of Relationship Marketing: A Meta Analysis. Journal of Marketing, 70(October), 136-153

65.

Palmatier, R. W., Dant, R. P., & Grewal, D. (2007). A comparative longitudinal analysis of theoretical perspectives of interorganizational relationship performance. Journal of marketing, 71(4), 172-194.

66.

Pruitt, D. G. (1981). Negotiation Behavior. New York: Academic.

67.

Rempel, J. K., & Holmes, J. G. (1986). How do i trust thee-trust is one of the most important and necessary aspects of any close relationship-by taking this trust test you can count the ways and understand the whys. Psychology today, 20(2), 28.

68.

Rese, M., & Roemer, E. (2004). Managing commitments and flexibility by real options. Industrial Marketing Management, 33(6), 501-512.

69.

Ring, P. S., & Van de Ven, A. H. (1992). Structuring cooperative relationships between organizations. Strategic management journal, 13(7), 483-498.

70.

Salancik, G. R., & Pfeffer, J. (1978). A social information processing approach to job attitudes and task design. Administrative science quarterly, 23(2), 224-253.

71.

Samaha, S. A., Palmatier, R. W., & Dant, R. P. (2011). Poisoning relationships: Perceived unfairness in channels of distribution. Journal of Marketing, 75(3), 99-117.

72.

Sanner, L. (2005). Dependence and trust between suppliers and industrial customers. Working Paper No. 6, SE 701 82 Orebro, Sweden

73.

Scheer, L. K., & Stern, L. W. (1992). The effect of influence type and performance outcomes on attitude toward the influencer. Journal of marketing research, 29(1), 128-142.

74.

Scheer, L. K., Miao, C. F., & Palmatier, R. W. (2015). Dependence and interdependence in marketing relationships: Meta-analytic insights. Journal of the Academy of Marketing Science, 43(6), 694-712.

75.

Selnes, F., Jaworski, B. J., & Kohli, A. K. (1996). Market orientation in United States and Scandinavian companies. A cross-cultural study. Scandinavian journal of management, 12(2), 139-157.

76.

Sezen, B., and Cengiz, Y.(2007). Relative effects of dependence and trust on flexibility, information exchange and solidarity in marketing channels.Journal of Business & Industrial Marketing, 22 (1), 41 – 51.

77.

Skinner, S. J., Gassenheimer, J. B., & Kelley, S. W. (1992). Cooperation in supplier-dealer relations. Journal of retailing, 68(2), 174-193.

78.

Thomas, R.W., Esper, T.L. and Stank, T.P. (2010). Testing the Negative Effects of Time Pressure in Retail Supply Chain Relationships. Journal of Retailing, 86 (4), 386 – 400

79.

Tran, T. T., Tran, A. T., & Pham, T. N. (2020). Mediation role of satisfaction and trust on attitudinal commitment and relationship quality. The Journal of Asian Finance, Economics and Business (JAFEB), 7(10), 275-281.

80.

Va´zquez-Casielles, R., Iglesias, V., and Varela-Neira, C. (2013). Collaborative manufacturer- distributor relationships: the role of governance, information sharing and creativity. Journal of Business & Industrial Marketing, 28(8), 620–637

81.

Williamson, O. E. (1985). Assessing contract. Journal of Law. Economics, & Organization, 1(1), 177-208.

82.

Williamson, O. E. (1993). Opportunism and its critics. Managerial and decision economics, 14, 97-107.

83.

Wong, A., Tjosvold, D., and Zhang, P. (2005). Supply Chain Relationships for Customer Satisfaction in China:Interdependence and Corporate Goals. Asia Pacific Journal of Management, 22, 179-199

84.

Wu, L., Chuang, C. H., & Hsu, C. H. (2014). Information sharing and collaborative behaviors in enabling supply chain performance: A social exchange perspective. International Journal of Production Economics, 148, 122-132.

85.

Yang, H. C., Hong, G. H., & Lee, Y. C. (2010). Impacts of Relational characteristics between Optical Franchisor and Franchisees on Relational Performance. Journal of Distribution Science, 8(2), 23-31.

86.

Yang, J. S., & Lee, S. Y. (2014). The Effects of TSI (Transaction Specific Investment) on Dependence, Trust, Commitment and Re-Contract Intention. The Journal of Distribution Science, 12(12), 19-26.

87.

Yi, H. T., Fortune, A. E., & Yeo, C. K. (2019). Investigating Relationship between Control Mechanisms, Trust and Channel Outcome in Franchise System. The Journal of Distribution Science, 17(9), 67-81.

88.

Yilmaz, C., Sezen, B., & Ozdemir, O. (2005). Joint and interactive effects of trust and (inter) dependence on relational behaviors in long-term channel dyads. Industrial Marketing Management, 34(3), 235-248.

The Journal of Distribution Science(JDS)