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James A. Narus

· Wake Forest University

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James A. Narus is a registered researcher in their academic field.

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Customer Service Quality and Loyalty, Business Strategy and Innovation, Innovation and Knowledge Management · 1990 · Journal of Marketing

A Model of Distributor Firm and Manufacturer Firm Working Partnerships

James C. Anderson, James A. Narus

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.

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