The Use of Pledges to Build and Sustain Commitment in Distribution Channels

19923,029 citationsJournal Article

Authors

Erin Anderson · University of Pennsylvania

Abstract

Commitment in channel relationships is modeled as a function of (1) each party's perception of the other party's commitment, (2) self-reported and perceived pledges (idiosyncratic investments and c...

Topics & Keywords

Digital Platforms and Economics Auction Theory and Applications Outsourcing and Supply Chain Management

Publication Details

Published in: Journal of Marketing Research

Volume 29, Issue 1, pp. 18-18

DOI: 10.2307/3172490

Field-Weighted Citation Impact: 59.89

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The Use of Pledges to Build and Sustain Commitment in Distribution Channels

Authors

Abstract

Topics & Keywords

Publication Details