非協調式通路權力及關係品質：
辛巴威中小型企業行銷通路個案研究

以作者查詢圖書館館藏

、以作者查詢臺灣博碩士

、以作者查詢全國書目

、勘誤回報

、線上人數：66

、訪客IP：3.135.206.166

姓名

辛理查(Richard Chinomona) 查詢紙本館藏

畢業系所

企業管理學系

論文名稱

非協調式通路權力及關係品質：辛巴威中小型企業行銷通路個案研究
(Non Mediated Channel Powers and RelationshipQuality: A Case of SMEs In Zimbabwe Channels of Distribution )

相關論文

★ The Relationship between Team Identification, Perceived Congruence, and Sponsor Credibility on Sports Team Sponsor’s Brand Equity in a Cross-Country Context	★ 行銷通路策略全球在地化的實例探討
★ 跨國間買家與賣家交換關係之「合夥行為」前置因素的研究	★ The Use of Influence Strategies in Marketing Channel Relationships: A Meta-Analytic Review and Assessment of the Antecedents and Outcomes
★ An Empirical Investigation of the Antecedents and the Consequence of Consumers’ Perceived Social Media Advertising Value in Southeast Asian Transitional Economies	★ 消費者包裝中的負面情緒：宗教，個人規範和唯物主義的作用
★ 虛擬社群與虛擬經驗、網路練達性、產品知識與產品資訊搜尋成本對消費者認知風險影響之研究—以電腦遊戲軟體為例	★ 上游供應商網站經營模式對通路權力來源及通路氣候影響之研究
★ 影響不同產業間企業導入電子商務後經營績效之因素探討	★ 外銷通路衝突管理之探討~以快速開發國家台灣為例~
★ 資訊品質、關係行銷、與安全性對電子商務績效之影響-以企業與顧客雙觀點比較之實證研究	★ 通路流透過網際網路執行的探討--從消費者的角度觀之
★ 國家形象對品牌權益影響之研究	★ 組織學習、核心能力與EC導入動機對於企業導入EC後之經營績效的影響
★ 品牌權益、品牌聲譽一致性、品牌互補性、以及品牌來源國對品牌聯盟成效之影響	★ 體驗行銷：模型發展與實務驗証

檔案

[Endnote RIS 格式]

[Bibtex 格式]

[相關文章]

[文章引用]

[完整記錄]

[館藏目錄]

[檢視]

[下載]

本電子論文使用權限為同意立即開放。
已達開放權限電子全文僅授權使用者為學術研究之目的，進行個人非營利性質之檢索、閱讀、列印。
請遵守中華民國著作權法之相關規定，切勿任意重製、散佈、改作、轉貼、播送，以免觸法。

摘要(中)

摘要
　　本論文目的旨在探討非中介性權力如何影響辛巴威的經銷商與中小型企業間分銷通路關係之品質。本文兩項研究中所建立的兩個觀念架構來自於權力依賴理論以及關係凝聚理論－兩項理論皆來自社會交換理論。第一項研究探討經銷商的專長權力及指涉權力如何直接影響製造商眼中的分銷通路之關係品質，例如信任度、關係滿意度，以及關係投入度；第二項研究則探討經銷商的專長權力、指涉及法定權力對中小型製造商的關係投入度，及協調機制中雙方關係的信任、合作和關係滿意度之所有非直接性影響。本文中所使用的研究資料來自針對哈瑞爾(Harare)及齊東薩(Chitungwiza)兩地的中小型企業進行田野調查後所回收的447份問卷，之後本研究以SPPS 15、AMOS 7，Structural Equation Modeling (SEM) 等電腦軟體對資料進行分析並得出結果。第一項研究結果顯示，經銷商的專長權力及指涉權力是形成通道權力的重要因素，並可對中小型製造商的信任度、關係投入度，及關係滿意度產生正面影響。第二項研究分析則指出，除了合作關係中的法定權力之外，這三項權力因素皆對中介物和結果變數產生積極影響。本論文期望以本研究之發現及所得新知為現存研究做出貢獻。

摘要(英)

This thesis is set to investigate the influence of non-mediated powers on relationship quality between dealers and small and medium enterprise manufacturers (SMEs) in Zimbabwe’s channels of distribution. Two studies (Study 1 and 2) are conducted and two conceptul models developed drawing from power dependency theory and relational cohesion theory - all premised on social exchange theory, and research constructs literature review. In particular, Study 1 investigates the direct influence of dealers’ expert power and referent power on distribution channels relationship quality (trust, relationship satisfaction and relationship commitment) as percieved by the SME manufacturers; while Study 2 investigates the indirect influence of dealer’s expert, referent and legitimate powers on SME manufacturers’ relationship commitment and the mediating mechanism/effects of trust, cooperation, and relationship satisfaction in this relationship. Field study is conducted in Harare and Chitungwiza for the two studies and research data are collected from 447 SME manufacturers. Using SPSS Version 15 and AMOS 7 software programme, Structural Equation Modeling (SEM) is performed to analyze the data set. In Study 1, the results reveal that the dealers’ expert power and referent power are important sources of channel power that positively influence SME manufacturers’ trust, relationship commitment, and relationship satisfaction. In Study 2, the analysis revealed that the three sources of power positively influence the mediators and outcome variable in a significant way except for legitimate power to cooperation relationship. As a contribution to the existing body of knowledge, new academic knowledge and literature are generated and practical implications provided based on the thesis’ findings.

關鍵字(中)

★ 關係品質
★ 非協調式通路權力

關鍵字(英)

★ non mediated channel powers
★ relationship quality

論文目次

ABSTRACT V
ACKNOWLEDGEMENTS VI
TABLE OF CONTENTS VII
LIST OF FIGURES XIII
LIST OF TABLES XIV
CHAPTER ONE 1
OVERVIEW OF THE STUDY 1
1.1. Introduction 1
1.2. Research Background 4
1.2.1. The SME Manufacturing Sector in Zimbabwe 4
1.2.2. Dealers and the Distribution Channel Systems in Zimbabwe 7
1.3. Identification of Research Gaps and Problem Statement 9
1.4. The Purpose and Justification of the Study 10
1.5. Research Objectives and Research Questions 11
1.5.1. Study One (1) Research Objectives 11
1.5.2. Study One (1) Research Questions 12
1.5.3. Study One (1) Main Research Questions 12
1.5.4. Study One (1) Subsidiary Research Questions 12
1.5.5. Study Two (2) Research Objectives 13
1.5.6. Study Two (2) Research Questions 13
1.5.7. Study Two (2) Main Research Questions 13
1.5.8. Study Two (2) Subsidiary Research Questions 14
1.6. Research Limitations 15
1.7. An Overview of the Research Process 15
1.8. Organization of the Thesis 16
1.9. Summary of Chapter One (1) 18
CHAPTER 2: 19
LITERATURE REVIEW 19
2.1. Introduction 19
2.2. Theoretical Review: 19
2.3. Social Exchange Theory 20
2.3.1. The development of social exchange theory 20
2.3.2. Exchange behaviorism: 23
2.3.3. Exchange structuralism: 24
2.3.4. Assumptions of Social Exchange Theory 26
2.3.5. Social “Exchange” as an Extension of Economic Exchanges 27
2.3.6. Defining Social Exchange Theory 28
2.3.7. Power as the Outcome Of Social Exchange Relations 31
2.4. Power – Dependency Theory 35
2.5. Relational Cohesion Theory 38
2.6. Empirical Review 43
2.7. Relationship Quality 43
2.7.1. Trust 44
2.7.2. Cooperation 47
2.7.3. Relationship Satisfaction 50
2.7.4. Relationship Commitment 54
2.8. Non-Mediated Power 58
2.9. Summary of Chapter Two (2) 61
CHAPTER 3: 63
RESEARCH MODEL AND HYPOTHESIS DEVELOPMENT 63
3.1. Introduction 63
3.2. Study One (1) Conceptual Model 64
3.3. Study 1: Hypothesis Development 65
3.3.1. Dealers’ Expert Power and Channel Relationship Quality 65
3.3.2. Dealers’ Referent Power and Channel Relationship Quality 67
3.4. Study Two (2) Conceptual Model 68
3.5. Study 2: Hypothesis Development 69
3.5.1. Dealer’s Expert Power, and SME Manufacturer’s Trust and Cooperation 69
3.5.2. Dealer’s Referent Power, and SME Manufacturer’s Trust and Cooperation 70
3.5.3. Dealer’s Legitimate Power, and SME Manufacturer’s Trust and Cooperation 72
3.5.4. SME Manufacturer’s Trust and Relationship Satisfaction 73
3.5.5. SME Manufacturer’s Cooperation and Relationship Satisfaction 74
3.5.6. SME Manufacturer’s Relationship Satisfaction and Relationship Commitment 75
3.6. Summary of Chapter Three (3) 76
CHAPTER 4: 79
RESEARCH METHODOLOGY 79
4.1. Introduction 79
4.2. Measurement and scaling 79
4.3. Measurement Instrument 82
4.6. Sampling procedures 84
4.6.1. Target population 85
4.6.2. Sampling frame 86
4.6.3. Sampling method 86
4.6.4. Sample size 87
4.6.5. Selection of Key Informants 88
4.7. Measures Used to Enhance response Rate 89
4.7.1. Face-to- Face Surveys: 89
4.7.2. Cover letter: 89
4.7.3. Follow-ups: 90
4.7.4. Personalization of correspondence: 90
4.8. Summary of Chapter Four (4) 91
CHAPTER 5: 93
DATA MEASUREMENT RESULTS 93
5.1. Introduction 93
5.2. Data Screening 94
5.3. Data Analytical Procedures 94
5.4. Sample Description 95
5.5. Tests of Measures and Accuracy Analysis Statistics 97
5.6. Reliability tests 97
5.6.1. Cronbach’s coefficient α 98
5.6.2. Composite Reliability 98
5.6.3. Average Value Extracted (AVE) 99
5.7. Validity tests 99
5.8. Construct validity 100
5.8.1. Convergent Validity 100
5.8.2. Factor analysis: 101
5.9. Discriminant Validity 101
5.9.1. Correlation Matrix: 101
5.9.2. △χ2 CFA Test: 102
5.10. Model Fit/ Acceptability 102
5.10.1. Chi-square (χ2) 103
5.10.2. Goodness-of-fit Index (GFI) 103
5.10.3. Root mean square residual (RMR) 104
5.10.4. The norm fit index (NFI) 104
5.10.5. The comparative fit index (CFI). 105
5.10.6. The incremental fit index (IFI) 105
5.10.7. Root mean square error of approximation (RMSEA) 105
5.11. Research Study Measure Reliability and Validity 107
5.12. Study One (1) Results: 107
5.13. Reliability Test 107
5.13.1. Cronbach’s Alpha Test 108
5.13.2. Composite Reliability (CR) 108
5.13.3. Average Value Extracted (AVE) 109
5.14. Validity Test 109
5.14.1 Convergent Validity 109
5.14.1.1. Research Constructs and Factor Loading 109
5.14.2 Discriminant Validity 110
5.14.2.1 Correlation Matrix 110
5.14.2.2. Average Value Extracted (AVE) and Shared Value (SV) 111
5.14.2.3. △ χ2 CFA Test 111
5.15. Conceptual Model Fit Assessments 112
5.16. Study Two (2) Results: 113
5.17. Reliability Test 113
5.17.1. Cronbach’s Alpha Test 114
5.19.2. Composite Reliability (CR) 114
5.19.3. Average Value Extracted (AVE) 115
5.20. Validity Test 115
5.21. Convergent Validity 115
5.21.1. Research Constructs and Factor Loading 115
5.22. Discriminant Validity 116
5.22.1. Correlation Matrix 116
5.22.2. Average Value Extracted (AVE) and Shared Value (SV) 116
5.22.3. △ χ2 CFA Test 117
5.23. Conceptual Model Fit Assessments 117
5.24. Summary of Chapter Five (5) 118
CHAPTER SIX (6) 120
HYPOTHESIS TESTING AND DISCUSSION OF RESULTS 120
(STRUCTURAL EQUATION MODELING) 120
6.1. Introduction 120
6.2. What is Structural Equation Modeling? 121
6.3. Basic Model 122
6.4. Standardize and Unstandardized Estimation 123
6.5. Study One (1) SEM Results 124
6.6. Model Fit and Hypotheses Testing Results 124
6.7. Discussion of Results 125
6.8. Study Two (2) SEM Results 127
6.9. Model Fit and Hypothesis Testing Results 127
6.10. Discussion of Results 129
6.11. Summary of Chapter Six (6) 130
CHAPTER SEVEN (7) 132
CONCLUSIONS AND IMPILICATIONS 132
7.1. Introduction 132
7.2. Study One (1) Conclusion 132
7.3. Study One (1) Managerial Implications 133
7.4. Study One (1) Suggestions for Future Research 134
7.5. Study Two (2) Conclusion 135
7.6. Study Two (2) Implications 136
7.7. Study Two (2) Suggestions for Future Research 137
7.8. Overall Research Contribution 138
7.9. Summary of Chapter Seven (7) 139
8.0. REFERENCES 141
Appendix I 168
Research Questionnaire 168
Appendix II 174
Survey Instrument and Cover Letter 174

參考文獻

Abdul-Muhmin, A. G. (2005). “Instrumental and Interpersonal Determinants of Relationship Satisfaction and Commitment in Industrial Markets,” Journal of Business Research 58(5), 619-628.
Aaker, D.A., Kumar, V. and Day, G.S. (2000), Marketing Research, 7th ed., New York: John Wiley & Sons.
Aaker, D.A. (2007), Marketing Research, 9th ed., New York: John Wiley & Sons.
African Development Bank (1997). Financing Small and Medium Sized Enterprises- Africa in the World Economy. Fostering Private Sector Development in Africa- Economic and Social Statistics on Africa. Oxford, UK: Oxford University Press.
Allen, N. J., & Meyer, J. P. (1990). The measurement and antecedents of affective, continuance and normative commitment to the organization. Journal of Occupational Psychology, 63(1), 1−18.
Andaleb, 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.
Anderson, J. C., and D. W. Gerbing (1988). “Structural Equation Modeling in Practice: A Review and Recommended Two-Step Approach,” Psychological Bulletin 103(3), 411-423.
--------, and J. A. Narus (1990). “A Model of Distributor Firm and Manufacturer Firm Working Partnerships,” Journal of Marketing 54(1), 42-58.
Anderson, J. C., Håkansson, H. and Johanson, J. 1994, "Dyadic Business Relationships within a Business Network Context", Journal of Marketing, vol. 58, no. October, pp. 1-15.
Anderson, E., & Weitz, B. (1989). Determinants of continuity in conventional industrial channel dyads. Marketing Science, 8 (4), 310-323.
Anderson, E., & Weitz, B. (1992). The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research, 29 (1), 18–34.
Anderson, J. C., & Narus, J. A. (1990). A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing, 54 (1), 42-58.
Aryee, S., Budhwar, P.S. and Chen, Z.X. (2002), “Trust as a mediator of the relationship between organisational justice and work outcomes: Test of a social exchange model”, Journal of Organisational Behaviour, 23(3), 267-85.
Bacharach, S. B., & Lawler, E. J. (1981). Bargaining: Power, tactics and outcomes. San Francisco7 Jossey-Bass.
Bagozzi, R. P. and Yi, Y. 1988, "On the Evaluation of Structural Equation Models", Journal of Academy of Marketing Science, vol. 16, no. 1, pp. 74-94.
Bandura, A. (1986), Social Foundations of Thought and Action: A Social Cognitive Theory, Englewood Cliffs, NJ: Prentice- Hall.
Bansal, H. S., Irving, P. G., & Taylor, S. F. (2004). A three-component model of customer commitment to service providers. Journal of the Academy of Marketing Science, 32(3), 234−250.
Barbuto, J. E., Jr. (2000). Influence triggers: A framework for understanding follower compliance. Leadership Quarterly, 11 (3), 365-387.
Benton, W. C., and M. Maloni. (2005). “The Influence of Power Driven Buyer/Seller Relationships on Supply Chain Satisfaction,” Journal of Operations Management 23(1), 1- 22.
Berry, L.L. (1995), “Relationship marketing of services – growing interest, emerging perspectives”, Journal of the Academy of Marketing Science, 3(4), 236-45.
Biekpe, N. (2004). Financing small businesses in Sub-Saharan Africa: Review of some key credit lending models and impact of venture capital provision. Journal of African Business, 5 (1), 29-44.
Biggs, M. R., & Srivastava, P. (2002). Ethnic networks and access to credit: Evidence from the manufacturing sector in Kenya. Journal of Economic Behavior and Organization, 14 (35), 1-14.
Biggs, T., & Shah, M. K. (2006). African SMES, networks, and manufacturing performance. Journal of banking & Finance, 30 (11), 3043-3066.
Bigsten, P. C., Dercon, P., Fafchamps, M., Gauthier, B., Gunning, J., Isaksson, J., Oduro, A., Oostendorp, R., Patillo, C., Soderbom, C., Teal, F., & Zeufack, A. (2000). Contract flexibility and dispute resolution in African manufacturing. Journal of Development Studies, 36 (4), 1-37.
Blau, P.M. (1964), Exchange and Power in Social Life, New York: John Wiley & Sons.
Blau, P.M. (Ed), (1975), Approaches to the Study of Social Structure, New York: The Free Press.
Blau, P.M. (1994), Structural Contexts of Opportunities, Chicago: University of Chicago Press.
Bollen, K.A. (1989), Structural Equations with Latent Variables, New York: John Wiley & Sons.
Bollen, K.A. (1990), ‘Overall Fit in Covariance Structure Models: Two Types of Sample Size Effect’, Pschological Bulletin, Vol. 107, No. 2, pp.256-259
Bollen and J.S. Long (Eds.), Testing Structural Equation Models, Sage, Newbury Park, CA, (pp.445-455)
Bolton, Ruth N. (1998). A dynamic model of the duration of the customer’s relationship with a continuous service provider: The role of satisfaction. Marketing Science, 17(1), 45–65.
Boyle, B. A., Dwyer, F. R., Robicheaux, R. A., & Simpson, J. T. (1992, November). Influence strategies in marketing channels: Measures and use in different relationship structures. Journal of Marketing Research, 28, 462−473.
Brandach, J. L., & Eccles, R. G. (1989). Price, authority, and trust: from ideal types to plural forms. Annual Review of Sociology, 15, 97−118
Brennan, R., Turnbull, P.W. and Wilson, D. (2003), “Dyadic adaptation in business to business markets”, European Journal of Marketing, 37(11), 1636-65.
Brown, J. R., R. F. Lusch, and C. Y. Nicholson (1995). “Power and Relationship Commitment: Their Impact on Marketing Channel Member Performance,” Journal of Retailing 71(4), 363-392.
Brown, J.R., Lusch, R.F. and Smith, L.P. (1991), “Conflict and satisfaction in an industrial channel of distribution”, International Journal of Physical Distribution and Materials Management, 21(6), 15-26.
Brown, J. R., Lusch, R. F. and Muehling, D. D. 1983, "Conflict and Power-Dependence Relations in Retailer-Supplier Channels", Journal of Retailing, vol. 59, no. 4, pp. 53-80.
Browne, M. W. and Cudeck, R. 1993, "Alternative Ways of Assessing Model Fit", In K.A.
Brunetto, Y., and R. Farr-Wharton (2007). “The Moderating Role of Trust in SME Owner/Managers’ Decision-Making about Collaboration,” Journal of Small Business Management 45(3), 362-387.
Bryne, B.M. (2001), Structural Equation Modeling with AMOS, Basic Concepts, Applications, and Programming, Lawrence Erlbaum Publishers, New Jersey.
Busch, P., & Wilson, D. T. (1976). An experimental analysis of a salesman’s expert and referent bases of social power in the buyer-seller dyad. Journal of Marketing Research, 13 (1), 3-11.
Butler, J. K. (1991). Toward understanding and measuring the conditions of trust: Evolution of the conditions of trust inventory. Journal of Management, 17 (3), 643-663.
Cabinet Taskforce Report. 2006. Cabinet Taskforce on the Indigenization of the Economy. Harare, Zimbabwe: GOZ Printers.
Cannon, J. P., and W. D Perreault (1999). “Buyer-Supplier Relationships in Business Markets,” Journal of Marketing Research 31(4), 439-460.
Casson M, Buckley PJ. The concept of cooperation. Manag Int Rev 1988;28: 19–38.
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.
Campbell, D. T. 1955, "The Informant in Quantitative Research", American Journal of Sociology, vol. 60, no. January, pp. 339-342.
Cheung, G.W. and Rensvold, R.B. (2002), ‘Evaluating Goodness-of-Fit Indexes for Testing Measurement Invariance, Structural Equation Modeling, Vol.9, pp. 233-255
Chipika, J. T., Chibanda, S., & Kadenge, P. G. 2000. Effects of Structural Adjustment in Southern Africa. The Case of Zimbabwe’s Manufacturing Sector during Phase 1 of ESAP: 1991–1995. Harare, Zimbabwe: Southern African Economic and Political Series Books.
Chipika, S., & Wilson, G. (2006). Enabling technological learning among light engineering SMEs in Zimbabwe through networking. Technovation, 26 (8), 969-979.
Churchill, G.A., Jr. (1979), “A paradigm for developing better measures of marketing constructs”, Journal of Marketing Research, 16(1), 64-73.
Churchill, G.A., Jr. (1999), Marketing Research: Methodological Foundations, 7th ed., Fort Worth, TX: The Dryden Press.
Churchill, G.A., Jr. and Surprenant, C. (1982), “An investigation into the determinants of customer satisfaction”, Journal of Marketing Research, 19(4), 491-504.
Coleman, J. (1990). Foundations of social theory. Cambridge, MA: Harvard University Press.
Cook, K. S., & Emerson, R. M. (1984). Exchange networks and the analysis of complex organizations. Annual Review of Sociology, l (15), 97-118.
Cook, K.S. (2000), “Charting futures for sociology: Structure and action”, Contemporary Sociology, 29, 685-92.
Cook, K.S. and Emerson, R.M. (1978), “Power, equity and commitment in exchange networks”, American Sociological Review, 43(October), 721-39.
Cook, K.S., Emerson, R.M., Gillmore, M.R. and Yamagishi, T. (1983), “The distribution of power in exchange networks: Theory and experimental results”, American Journal of Sociology, 89, 275-305.
Cook, K.S. and Whitmeyer, J.M. (1992), “Two approaches to social structure: Exchange theory and network analysis”, Annual Reviews in Sociology, 18, 109-27.
Coote, L., Forrest, E. J., & Tam, T. W. (2003). An investigation into commitment in non-Western industrial marketing relationships. Industrial Marketing Management, 32(7), 595–604.
Coughlan, A. T., E. Anderson, L. W. Stern, and A. I. EI-Ansary (2001). Marketing Channels (6th ed.). Englewood Cliffs, NJ: Prentice-Hall, p. 63.
Cropanzano, R., and M. S. Mitchell (2005). “Social Exchange Theory: An Interdisciplinary Review,” Journal of Management 31(6), 874-900
Crosby, L. A., K. R. Evans, and D. Cowles (1990). “Relationship Quality in Services Selling: An Interpersonal Influence Perspective,” Journal of Marketing 54(3), 68-81.
Cullen, J., Johnson, J., & Sakano, T. (2000). Success through commitment and trust: The soft side of strategic alliance management. Journal of World Business, 35(3): 223–240.
Davies, M., and M. Prince (2005). “Dynamics of Trust between Clients and their Advertising Agencies: Advances in Performance Theory,” Academy of Marketing Science Review 11(1), 1-36.
Dillman, D.A. (2007), Mail and Internet Surveys: The Tailored Design Method (2007 Update), Hoboken, NJ: Wiley.
De Clercq, D., and I. B. Rius (2007). “Organizational Commitment in Mexican Small and Medium-Sized Firms: The Role of Work Status, Organizational Climate, and Entrepreneurial Orientation,” Journal of Small Business Management 45(4), 467-490.
De Wulf, K. (1999). The role of the seller in enhancing buyer–seller relationships. Empirical studies in all retail context. Doctoral Dissertation. University of Gent.
Dillman, D.A. (2007), Mail and Internet Surveys: The Tailored Design Method (2007 Update), Hoboken, NJ: Wiley.
Doney, P. M. and Cannon, J. P. 1997, "An Examination of the Nature of Trust in Buyer-Seller Relationships", Journal of Marketing, vol. 61, no. April, pp. 35-51.
Dunn, S. C., Seaker, R. F. and Waller, M. A. 1994, "Latent Variables in Business Logistics Research: Scale Development and Validation", Journal of Business Logistics, vol. 15, no.2, pp. 145-172.
Dwyer, F.R., Schurr, P.H. and Oh, S. (1987), “Developing buyer-seller relationships”, Journal of Marketing, 51(2), 11-27.
Dwyer, R. F. (1980), “Channel member satisfaction: laboratory insights”, Journal of Retailing, 56, 59-74.
Easterby-Smith, M.T., Thorpe, R. and Lowe, A. (2002), Management Research: An Introduction, London: Sage.
El-Ansary, A.I. and Stern, L.W. (1972), “Power measurement in distribution channel”, Journal of Marketing Research, 9(1), 47-52.
Elg, U. (2002), “Inter-firm market orientation: Its significance and antecedents in distribution networks”, Journal of Marketing Management, 18(7/8), 633-55.
Emerson, R.M. (1962), “Power dependence relations”, American Sociological Review, 27(February), 31-40.
Emerson, R.M. (1972), “Exchange theory, Part I: A psychological basis for social exchange”, 38-57, “Exchange theory, Part II: Exchange relations and networks”, 58-87, in Sociological Theories in Progress, vol.2, edited by J. Berger, M. Zelditch Jr. and B. Anderson, Boston, MA: Houghton-Mifflin.
Emerson, R.M. (1976), “Social exchange theory”, Annual Review of Sociology, 2, 335-62.
Emerson, R. M. (1976). “Social Exchange Theory,” Annual Review of Sociology 2, 335-362.
-------- (1972a). “Exchange Theory, Part 1: A Psychological Basis for Social Exchange,” in Sociological Theories in Progress. Ed. J. Berger, M. Zelditch, Jr., and B. Anderson. Boston, MA: Houghton-Mifflin, 38-57.
-------- (1972b). “Exchange Theory Part 2: Exchange Rules and Networks,” in Sociological Theories in Progress. Ed. J. Berger, M. Zelditch, Jr., and B. Anderson. Boston, MA: Houghton-Mifflin, 58-87.
-------- (1981). “Social Exchange Theory,” in Social Psychology: Sociological Perspectives. Ed. M. Rosenberg, and R. H. Turner. New York, NY: Basic Books, 30-65.
Eriksson, K., and D. D. Sharma, (2003). “Modeling Uncertainty in Buyer–Seller Cooperation,” Journal of Business Research 56(12), 961-970.
Enyinda, C. I., & Tolliver, D. (2009). Taking counterfeits out of the pharmaceutical supply chain in Nigeria: Leveraging multilayer mitigation approach. Journal of African Business, 10 (2), 218-234.
Fafchamps, M. (2000). Ethnicity and credit in African manufacturing. Journal of Development Economics, 61 (1), 205-235.
Festinger, L., Schachter, S. and Back, K. (1950), Social Pressures in Informal Groups, New York: Harper & Bros., 72-100.
Fynes, Brian, Voss, Chris, & de Burca, Sean (2005). The impact of supply chain relationship dynamics on manufacturing performance. International Journal of Operations & Production Management, 25(1), 6−19.
Flynn, B. B., Zhao, X., Huo, B., and Yeung, J. H. Y. (2008). “We've Got the Power! How Customer Power Affects Supply Chain Relationships,” Business Horizons, 51(2), 169-174.
Ford, D., Gadde, L.E., Hakansson, H., Lundgren, A., Snehota, I., Turnbull, P. and Wilson, D. (1998), Managing Business Relationships, Chichester: John Wiley & Sons.
Fornell, C. (1992). “A National Customer Satisfaction Barometer: The Swedish Experience,” Journal of Marketing 56(1), 6-21
--------, and D.Larcker (1981). “Structural Equation Models with Unobservable Variables and Measurement Error,” Journal of Marketing Research 18(1), 39-50.
Fowler, F.J. (1993), Survey Research Methods, 2nd ed., London: Sage.
Fraering, M., and M. S. Minor, (2006). “Sense of Community: An Exploratory Study of US Consumers of Financial Services,” International Journal of Bank Marketing 24(5), 284-306.
Frazier, G. L., and R. C. Rody (1991). “The Use of Influence Strategies in the Inter-Firm Relationships in Industrial Product Channels,” Journal of Marketing 55(1), 52-69.
Frazier, G. L. (1999). Organizing and managing channels for distribution. Journal of Academy of Marketing Science, 27 (2), 226-240.
Frazier, G.L. (1983), “Interorganisational exchange behavior in marketing channels: A broadened perspective”, Journal of Marketing, 47(3), 68-78.
Ganesan, S. (1994). “Determinants of Long-Term Orientation in Buyer-Seller Relationships,” Journal of Marketing 58(2), 1-19.
Garbarino, E., & Johnson, M. S. (1999). The different roles of satisfaction, trust, and commitment in customer relationships. Journal of Marketing, 63 (2), 70−87.
Gaski, F. J. (1988). “Distribution channels: a validation study,” International Journal of Physical Distribution & Logistics Management, 26 (5), 64-93.
Gaski, J. F. 1984, "The Theory of Power and Conflict in Channels of Distribution", Journal of Marketing, Vol. 48, no. Summer, pp. 9-29.
Gaski, J. F. and Nevin, J. R. 1985, "The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel", Journal of Marketing Research, vol. 22, no. 2, pp. 130-142.
Gassenheimer, J. B., Sterling, J. U. and Robicheaux, R. A. 1996, "Long-Term Channel Member Relationships", International Journal of Physical Distribution & Logistics Management, vol. 26, no. 5, pp. 94-116.
Gassenheimer, J. B, and R. Ramsey (1994). “The Impact of Dependence on Dealer Satisfaction A Comparison of Reseller–Supplier Relationships,” Journal of Retailing 70(3), 253-266.
Geyskens, I., and J. B. E. M. Steenkamp (2000). “Economic and Social Satisfaction: Measurement and Relevance to Marketing Channel Relationships,” Journal of Retailing 76(1), 11-32.
--------, --------, L. K. Scheer and N. Kumar (1996). “The Effects of Trust and Interdependence on Relationship Commitment: A Trans-Atlantic Study,” International Journal of Research in Marketing 13(4), 303-317.
--------, --------, and N. Kumar, (1999). “A Meta-Analysis of Satisfaction in Marketing Channel Relationships,” Journal of Marketing Research 36(2), 223-238.
--------, --------, and -------- (1998). “Generalizations about Trust in Marketing Channel Relationships Using Meta-Analysis,” International Journal of Research in Marketing 15(3), 223-248.
Gilliland, D. I., and D. C. Bello (2002). “Two Sides to Attitudinal Commitment: The Effect of Calculative and Loyalty Commitment on Enforcement Mechanisms in Distribution Channels,” Journal of the Academy of Marketing Science, 30(1), 24-43.
Gono, G. (2006). Developmental SME Projects Intervention to Support the Youth, Women and Other Disadvantaged Groups: Supplement to the First Half 2006 Monetary Policy Review Statement. Harare, Zimbabwe: The Reserve Bank of Zimbabwe Monetary.
Goodman, L. E., and P.A. Dion (2001). “The Determinants of Commitment in the Distributor Manufacturer Relationship,” Industrial Marketing Management 30(3), 287-300.
Gosh AK, Joseph WB, Gardner JT, Thach SV. Antecedents, outcomes, and moderating influences on industrial distributors’ satisfaction with supplier relationships. J Mark Theory Pract 1997; (Fall):58– 67
Grönroos C. (1990) Service management and marketing. Lexington, MA: Lexington Books; 1990.
Gulati, R. (1995), ‘Does Familiarity Breed Trust?’, Academy of Management Journal, Vol. 38, No. 1, 85-112
Gundlach, G.T., Achrol, R.S. and Mentzer, J.T. (1995), “The structure of commitment in exchange”, Journal of Marketing, 59(1), 78-92.
Gundlach, G.T. and Cadotte, E.R. (1994), “Exchange interdependence and interfirm interaction: Research in a simulated channel setting”, Journal of Marketing Research, 31(4), 516-32.
Gundlach, G. T., & Murphy, P. (1993). Ethical and legal foundations of relational marketing exchanges. Journal of Marketing, 57(4), 35−46.
Håkansson, H. (Ed.). (1982). International marketing and purchasing of industrial goods. Chichester, United Kingdom: John Wiley & Sons Ltd.
Hallen, L., Hohanson, J. and Seyed-Mohamed, N. (1991), “Interfirm adaptation in business relationships”, Journal of Marketing, 55(2), 29-37.
Hardwick, B. and Ford, D. (1986), “Industrial buyer resources responsibilities and the buyer-seller relationships”, Industrial Marketing and Purchasing, 1, 3-25.
Hair, J.F., Anderson, R.E, Tatham, R.L. and Black, W.C. (2006) Multivariate Data Analysis, 6th ed., London: Prentice-Hall.
Hart, P.J., and Saunders, C.S., 1998, Emerging electronic partnerships: antecedents and dimensions of EDI use from the supplier’s perspective, Journal of Management Information Systems, 14 (4): 87–111.
Hausman, A., and Johnston, W. J. (2009). “The impact of coercive and non-coercive forms of influence on trust, commitment, and compliance in supply chains,” Industrial Marketing Management, 39 (3), 519-526
Heide, J.B. and John, G. (1992), “Do norms matter in marketing relationships?”, Journal of Marketing, 56(2), 32-44.
Heide, J.B. and John, G. (1990), "Alliances in industrial purchasing: The determinants of joint action in buyer-supplier relationships", Journal of Marketing Research, 27(1), 24-36.
Henning-Thurau, T., K. P. Gwinner, and D. D. Gremler, (2002) “Understanding Relationship Marketing Outcomes: An Integration of Relational Benefits and Relationship Quality,” Journal of Service Research 4(3), 230-247.
Hibbard, J.D., Kumar, N. and Stern, L.W. (2001), “Examining the impact of destructive acts in marketing channel relationships”, Journal of Marketing Research, 38(1), 45-61.
Hofstede, G. (1980). Culture’s Consequences: International Differences in Work-related Values. Beverly Hills, CA: Sage Publications, p. 9.
-------- (1991). Cultures and Organizations: Software of the Mind. London, UK: McGraw-Hill, p.31.
Homans, G.C. (1958), “Social behaviour as exchange”, The American Journal of Sociology, 63(6), 597-606.
Homburg, C., W. D. Hoyer, and M. Fassnacht (2002). “Service Orientation of a Retailer’s Business Strategy: Dimensions, Antecedents, and Performance Outcomes,” Journal of Marketing 66(4), 86-101.
Hu, L.T and Bentler, P.M. (1995), ‘Evaluating Model Fit’, in Hole R.H (Ed.), Structural Equation Modeling: Concepts, Issues, and Applications, Thousand Oaks, CA: Sage, pp. 76-99
Hulland, J. (1999). “Use of Partial Least Squares (PLS) in Strategic Management Research: A Review of Four Recent Studies,” Strategic Management Journal 20(2), 195-204.
Hunt, K. A., J. T. Mentzer, and J. E. Danes (1987). “The Effect of Power Sources on Compliance in a Channel of Distribution: A Causal Model,” Journal of Business Research 15(5), 377-395.
Hunt, S.D. and Nevin, J.R. (1974), “Power in a channel of distribution: Sources and consequences”, Journal of Marketing Research, 11(2), 186-93.
Jap, S. D., and S. Ganesan (2000). “Control Mechanisms and the Relationship Life Cycle: Implications for Safeguarding Specific Investments and Developing Commitment,” Journal of Marketing Research 37(2), 227-245.
Jarvenpaa, S.L., and Leidner, D.E., 1999, Communication and trust in global virtual teams, Organization Science, 19 (6): 791–815.
Jarvenpaa, S.L., Shaw, T.R., and Staples, D.S., 2004, Toward contextualized theories of trust: the role of trust in global virtual teams, Information Systems Research, 15 (3): 250–267.
John, G. and Reve, T. (1982), “The reliability and validity of key informant data from dyadic relationships in marketing channels”, Journal of Marketing Research, 19(1), 517-24.
Johnson, J.L. and Cullen, J.B. (2002), “Trust in cross-cultural relationships”, in Gannon, M. and Newman, K. (Eds), The Blackwell Handbook of Cross-Cultural Management, Oxford: Blackwell Publishers.
Johnson, J. L., J. B. Cullen, T. Sakano, and H. Takenouchi (1996). “Setting the Stage for Trust and Strategic Integration in Japanese-U.S. Cooperative Alliances,” Journal of International Business Studies 27(5), 981-1004.
Johnson, M. D., and C. Fornell (1991). “A Framework for Comparing Customer Satisfaction across Individuals and Product Categories,” Journal of Economic Psychology 12(2), 267-286.
Jonsson, P., & Zineldin, M. (2003). Achieving high satisfaction in supplier-dealer working relationships. Supply Chain Management, 8 (3), 224−240.
Kabadayi, S., and S. Ryu (2007). “The Protection of the Trust or through the Use of Control Mechanisms and its Performance Implications,” Journal of Business and Industrial Marketing 22(4), 260-271.
Kale, S. (1986). Dealer perceptions of manufacturer power and influence strategies in a developing country. Journal of Marketing Research, 23(4), 387– 393.
Kalwani, M. U., and N. Narayandas (1995). “Long-Term Manufacturer-Supplier Relationships: Do They Pay Off for Supplier Firms,” Journal of Marketing 59(1), 1-16.
Kapoor, K., Mugwara, D., & Chdavaenzi, I. 1997. Empowering Small Enterprises in Zimbabwe. World Bank Discussion Paper #379.
Kara, A, J. E. Spillan, and O. W. DeShields (2005). “The Effect of a Market Orientation on Business Performance: A Study of Small-Sized Service Retailers Using MARKOR Scale,” Journal of Small Business Management 43 (2), 105-118.
Kasulis, J. J. and Spekman, R. E. 1980, "A Framework for the Use of Power", European Journal of Marketing, Vol. 14, no. 4, pp. 180-191.
Kaufmann, P.J. and Stern, L.W. (1988), “Relational exchange norms, perceptions of unfairness, and retained hostility in commercial litigation”, Journal of Conflict Resolution, 32 (September), 534-52.
Ke, W., H. Liu., K. K. Wei, J. Gu, and H. Chen (2009). “How do Mediated and Non-Mediated Powers Affect Electronic Supply Chain Management System Adoption? The Mediating Effects of Trust and Institutional Pressures,” Decision Support Systems 46(4), 839-851.
Ke, W., & Wei, K. K. (2008). Trust and power influences in supply chain collaboration. In C.S. Tang, C.P. Teo, & K.K. Wei (eds.). Supply Chain Analysis: A Handbook on the Interaction of Information System and Optimization (pp. 223-239). New York, NY: Springer.
Kelley, H.H. and Thibaut, J.W. (1978), Interpersonal Relations: A Theory of Interdependence,
New York: John Wiley & Sons.
Kingshott, R. P. J. (2006). The impact of psychological contracts upon trust and commitment within supplier-buyer relationships: A social exchange view. Industrial Marketing Management, 35 (6), 724-739
Kohli, A. (1989). “Determinants of Influence in Organizational Buying: A Contingency Approach”, The Journal of Marketing, 53 (3), 50-65
Kramer, R. M. (1999). “Trust and Distrust in Organizations: Emerging Perspectives, Enduring Questions,” Annual Review of Psychology 50, 569-598.
Krishnan, R., X. Martin, and N. G. Noorderhaven (2006) “When Does Trust Matter to Alliance Performance,” Academy of Management Journal 49(5), 894-917.
Kumar, N., L. K. Scheer, and J. B. E. M. Steenkamp (1995). “The Effects of Perceived Interdependence on Dealer Attitudes,” Journal of Marketing Research 32(3), 348-355.
Kumar, V., Aaker, D.A. and Day, G.S. (2002), Essentials of Marketing Research, 2nd ed., New York: John Wiley & Sons.
Kumar, N., Hibbard, J.D. and Stern, L.W. (1994), “The nature and consequences of marketing channel intermediary commitment”, Working Paper Series, Report 94-115, Cambridge, MA: Marketing Science Institute.
Kumar, N., Scheer, L.K. and Steenkamp, J. (1995), “The effects of supplier fairness on vulnerable resellers”, Journal of Marketing Research, 23(1), 54-65.
Kumar, N., Stern, L.W. and Anderson, J.C. (1993), “Conducting interorganisational research using key informants”, The Academy of Management Journal, 36(6), 1633-51.
Lagace, R.R., Dahlstrom, R. and Gassenheimer, J.B. (1991), “The relevance of ethical salesperson behavior on relationship quality: The pharmaceutical industry”, Journal of Personal Selling & Sales Management, 11(Fall), 39-47.
Lambe, C. J., Wittmann, C. M. and Spekman, R. E. 2001, "Social Exchange Theory and Research on Business-to-Business Relational Exchange", Journal of Business-to- Business Marketing, vol. 8, no. 3, pp. 1-36.
Lawler, E. J. 2001, "An Affect Theory of Social Exchange", The American Journal of Sociology, Vol. 107, no. 2, pp. 321-352.
Lawler, E. J. (1992). “Choice Processes and Affective Attachments to Nested Groups: A Theoretical Analysis,” American Sociological Review 57(2), 327-239.
Lawler, E. J., and J. Yoon (1993). “Power and the Emergence of Commitment Behavior in Negotiated Exchange,” American Sociological Review 58(August), 465-481.
--------, and -------- (1996). “Commitment in Exchange Relations: Test of a Theory of Relational Cohesion,” American Sociological Review 61(February), 89-108.
--------, S. Thye, and J. Yoon (2000). “Emotion and Group Cohesion in Productive Exchange,” American Journal of Sociology 106(3), 616-657.
Lee, D. Y. (2001). “Power, Conflict, and Satisfaction in IJV Supplier-Chinese Distributor Channels,” Journal of Business Research 52(2), 149-160.
Lee, K. O. M., and E. Turban (2001). “A Trust Model of Internet Shopping,” International Journal of Electronic Commerce 6(1), 75-91.
Leonidou, C. N., C. L. Leonidas, and M. A. Talias (2008). “Exercised Power as a Driver of Trust and Commitment in Cross-Border Industrial Buyer–Seller Relationships,” Industrial Marketing Management 37(1), 92-103.
Leonidou, L. C. (2005). “Industrial Buyers’ Influence Strategies: Buying Situation Differences,” Journal of Business and Industrial Marketing 20(1), 33-42.
Lewis, D. J., & Weigert, A. (1985). Trust as a social reality. Social forces, 63(4): 967–985.
Lohtia, R., D. C. Bello, E. C. Porter (2009). “Building Trust in US–Japanese Business Relationships: Mediating Role of Cultural Sensitivity,” Industrial Marketing Management 38(3), 239-252.
Lorange, Peter and Johan Ross (1991), Strategic Alliances, Formation, Implementation and Evolution, Cambridge.
Luo, Y. 2002, "Contract, Cooperation, and Performance in International Joint Ventures", Strategic Management Journal, vol. 23, pp. 903-919.
Lusch, R. F. 1976, "Sources of Power: Their Impact of Intrachannel Conflict", Journal of Marketing Research, vol. 13, no. November, pp. 382-390.
Lusch, R.F. and Brown, J.R. (1996), “Interdependency, contracting, and relational behavior in marketing channels”, Journal of Marketing, 60(4), 19-38.
Lusch, Robert F. (1977). “Franchisee Satisfaction: Causes and Consequences,” International Journal of Physical Distribution, 7 (3): 128–140.
Malhotra, N.K. (1996), Marketing Research: An Applied Orientation, 2nd ed., New Jersey: Simon & Schuster.
Malhotra, N. K. 1993, Marketing Research: An Applied Orientation, Prentice-Hall, Inc., Englewood Cliffs, New Jersey.
Macneil, I.R. (1980), The New Social Contract: An Enquiry into Modern Contractual Relations, New Haven, CT: Yale University Press.
Maloni, M., and W. C. Benton (2000). “Power Influences in the Supply Chain,” Journal of Business Logistics 21(1), 49-73.
Maphosa, F. (1998). Towards the sociology of Zimbabwean indigenous entrepreneurship. Zambezia, 25 (2), 173-190.
Mayer, R. C., J. H. Davis, and F. D. Schoorman (1995). “An Integrative Model of Organizational Trust,” Academy of Management Review 20(3), 709-734.
McAllister, D. J. (1995). “Affect- and Cognition-Based Trust as Foundations for Interpersonal Cooperation in Organizations,” Academy of Management Journal 38(1), 24-59.
Mehta, R., P. Polsa, J. Mazur, X. Fan, and A. J. Dubinsky (2006). “Strategic Alliances in International Distribution Channels,” Journal of Business Research 59(10/11), 1094-1104.
Mlambo, N. (2001). Employment Creation in Botswana: Lessons from Kenya Mauritius and Zimbabwe - the Case of Zimbabwe. Harare, Zimbabwe: UNDP Knowledge Facility Project.
Michie, D. A., and S. D. Sibley (1985). “Channel Member Satisfaction: Controversy Resolved,” Journal of the Academy of Marketing Science 13(2), 188-205.
Mohr, J. J., and R. Spekman (1994). “Characteristics of Partnership Success: Partnership Attributes, Communication Behaviour, and Conflict Resolution Techniques,” Strategic Management Journal 15(2), 135-152.
Mohr, J., and J. R. Nevin (1990). “Communication Strategies in Marketing Channels: A Theoretical Perspective,” Journal of Marketing 54(4), 36-51.
Mohr, J., Fischer, R. J., & Nevin, J. R. (1996). Collaborative communication in inter firm relationship: Moderating effects of integration and control. Journal of Marketing, 60(3), 103– 115.
Molm, L. D. 1988, "The Structure and Use of Power: A Comparison of Reward and Punishment Power", Social Psychology Quarterly, vol. 51, no. 2, pp. 108-122.
Molm, L. D. 1997, Coercive Power in Social Exchange, Cambridge University Press, Cambridge, UK.
Molm, L. D. 2000, "Risk and Trust in Social Exchange: An Experimental Test of a Classical Proposition", The American Journal of Sociology, vol. 105, no. 5, pp. 1396-1426.
Moorman, C., R. Deshpande, and G. Zaltman (1993). “Factors Affecting Trust in Market Research Relationships,” Journal of Marketing 57(1), 81-101.
Moorman, C., G. Zaltman, and R. Deshpande (1992). “Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations,” Journal of Marketing Research 29(3), 314-328.
Morgan, R. M., and S. D. Hunt (1994). “The Commitment–Trust Theory of Relationship Marketing,” Journal of Marketing 58(5), 20-38.
Mukras, M. S. (2003). Poverty reduction through strengthening small and medium enterprises. Botswana Journal of African Studies, 17 (2), 12-25.
Mullins, L. J. (1999). Management and Organisational Behaviour (5th ed.). London, UK: Pitman Publishing, p. 65.
Muranda, Z. (2003). Relationships between firm characteristics and export constraints in SME exporter. Zambezia, 30 (1), 83-103.
Naude, P. and Buttle, F. (2000). ‘Assessing Relationship Quality’, Industrial Marketing Management, Vol. 29, pp. 351-361.
Noordewier, T., John, G. and Nevin, J.R. (1990), “Performance outcomes of purchasing arrangements in industrial buyer–vender relationships”, Journal of Marketing, 54(4), 80-93.
Numazaki, I. 1997, "The Laoban-Led Development of Business Enterprises in Taiwan: An Analysis of the Chinese Entrepreneurship", The Developing Economies, vol. 35-4, no. December, pp. 440-457.
Nunnally, J. C. and Bernstein, I. 1994, Psychometric Theory, 3rd edn, McGraw-Hill, New York.
Nunnally, J.C. (1967), Psychometric Theory, New York: McGraw-Hill.
Nunnally, J.C. (1978), Psychometric Theory, 2nd ed., New York: McGraw-Hill.
Oke, A., Idiagbon-Oke, M., & Walumbwa, F. (2008). The relationship between brokers’ influence, strength of ties and NPD project outcomes in innovation-driven horizontal networks. Journal of Operations Management, 26 (5), 571-589.
Palmatier, R. W., R. P. Dant, D. Grewal, and K. R. Evans (2006). “Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis,” Journal of Marketing 70(4), 136-153.
Palmatier, R.W., Dant, R.P. and Grewal, D. (2007), “A comparative longitudinal analysis of theoretical perspectives of interorganisational relationship performance”, Journal of Marketing, 71(4), 172-94.
Peter, J.P. (1979), “Reliability: A review of psychometric basics and recent marketing practices”, Journal of Marketing Research, 16(1), 6-17.
Peter, J.P. (1981), “Construct validity: A review of basic issues and marketing practice”, Journal of Marketing Research, 18(2), 113-45.
Ping, R. A. 2004, "On Assuring Valid Measures for Theoretical Models Using Survey Data", Journal of Business Research, vol. 57, no. 2, pp. 125-141.
Podsakoff, P. M., & Schwarzwald, C. A. (1985). Field studies of French and Raven’s bases of power: Critique, reanalysis, and suggestions for future research. Psychological Bulletin, 97 (3), 387-411.
Powers, T. L., and W. R. Reagan (2007). “Factors Influencing Successful Buyer–Seller Relationships,” Journal of Business Research 60(12), 1234-1242.
Quartey, P. (2003). Financing small and medium enterprises (SMEs) in Ghana. Journal of African Business, 4 (1), 37-55.
Ramaseshan, B., L. S. C. Yip, and J. H. Pae (2006). “Power, Satisfaction, and Relationship Commitment in Chinese Store–Tenant Relationship and Their Impact on Performance,” Journal of Retailing 82(1), 63-70.
Randolph, W. A., and M. Sashkin (2002). “Can Organizational Empowerment Work in a Multinational Setting?” Academy of Management Executive 16(1), 102-115.
Ravald, A., and C. Gronroos (1996). “The Value Concept and Relationship Marketing,” European Journal of Marketing 30(2), 19-30.
Rawwas, M. Y. A., S. J. Vitell, and J. H. Bernes (1997). “Management of Conflict Using Individual Power Sources: A Retailers’ Perspective,” Journal of Business Research 40(1), 9-64.
Rezaboklah, B., D. Bornemann, U. Hansen, and U. Schrader (2006). “Consumer Power: A Comparison of the Old Economy and the Internet Economy,” Journal of Consumer Policy 29(1), 3-36.
Rindfleisch, A. and Heide, J.B. (1997), “Transaction cost analysis: Past, present, and future applications”, Journal of Marketing, 61(4), 30-54.
Ring P. S., & van de Ven, A. H. (1992). Structuring cooperative relationships between organizations. Strategic Management Journal, 13 (7), 483–498.
Robinson, J. P., P. R. Shaver, and L. S. Wrightsman (1991). “Criteria for Scale Selection and Evaluation,” In Measures of Personality and Social Psychological Attitudes. Ed. J. P. Robinson, P. R. Shanver, and L. S. Wrightsman., CA: Academic Press, San Diego, pp. 123-142.
Rodrı´guez, I. R. B., J. C. Agudo1, and H. S. M. Gutie´rrez (2006). “Determinants of Economic and Social Satisfaction in Manufacturer–Distributor Relationships,” Industrial Marketing Management 35(2), 666-675.
Ruyter, K., L. Moorman, and J. Lemmink, J. (2001). “Antecedents of Commitment and Trust in Customer-Supplier Relationships in High Technology Markets,” Industrial Marketing Management 30(3), 271-286.
Sahadev, S. (2005). “Exploring the Role of Expert Power in Channel Management: An Empirical Study,” Industrial Marketing Management 34(5), 487-494.
Sahadev, S., and S. Jayachandran (2004). “Managing the Distribution Channels for High-Technology Products: A Behavioural Approach”, European Journal of Marketing 38(1/2), 121-149.
Schachter, S., Ellertson, N., McBride, D. and Gregory, D. (1951), “An experimental study of
cohesiveness and productivity”, Human Relations, IV, 229-38.
Scheer, L. K., and L. W. Stern, (1992). “The Effect of Influence Type and Performance Outcomes on Attitude toward the Influencer,” Journal of Marketing Research 29(1), 128-142.
Schul, P.L., Little, T.E. and Pride, W.M. (1985), “Channel climate: Its impact on channel members’ satisfaction”, Journal of Retailing, 61(2), 9-38.
Schumacher, C.R. (2006), “Trust - a source of success in strategic alliances?”, Schmalenbach Business Review, 58(July), 259-78.
SEDCO (2009). Small enterprise development corporation (SEDCO) of Zimbabwe. National Economic Consultative Forum: The Policy Implementation Workshop for SMEs. 25-27 October.
Selnes, F. (1998). “Antecedents and Consequences of Trust and Satisfaction in Buyer–Seller Relationships,” European Journal of Marketing 38(3/4), 305-322.
Seppa¨nen, R., K. Blomqvist, and S. Sundqvist (2007). “Measuring Inter-Organizational Trust–A Critical Review of the Empirical Research in 1990–2003,” Industrial Marketing Management 36(2), 249-265.
Sheu, J. B., and T. L. Hu (2009). “Channel Power, Commitment and Performance toward Sustainable Channel Relationship,” Industrial Marketing Management 38(1), 17-31.
Skinner, S. J., J. B. Gassenheimer, and S. W. Kelley (1992). “Cooperation in Supplier-Dealer Relations,” Journal of Retailing 68(2), 175-193.
Siguaw, J. A., P. M. Simpson, and T. L. Baker (1998). “Effects of Supplier Market Orientation on Distributor Market Orientation and the Channel Relationship: The Distributor Perspective,” Journal of Marketing 62(3), 99-111.
Small and Medium Industries Development Organization. (2004). SMEs Incentives and Support Schemes, Year 2002–03. Harare, Zimbabwe: Industrial Zone.
Smith-Hunter, A. E., & Mboko, S. (2009). Women entrepreneurs in Zimbabwe: Case study of Zimbabwe. Journal of Global Business Issues, 1 (3), 146-160.
Spekman, R.E. (1988), “Strategic supplier selection: Understanding long-term relationships”, Business Horizons, 31(July-August), 75-81.
Stern, L.W. and El-Ansary, A.I. (1992), Marketing Channels, 4th ed. Englewood Cliffs, NJ: Prentice-Hall.
Stern, L.W. and Reve, T. (1980), “Distribution channels as political economies: A framework for comparative analysis”, Journal of Marketing, 44(3), 52-64.
Street, C. T., and A. Cameron (2007). “External Relationships and the Small Business: A Review of Small Business Alliance and Network Research,” Journal of Small Business Management 45(2), 239-266.
Sirdeshmukh, Deepak, Jagdip Singh and Barry Sabol (2002). "Consumer Trust, Value, and Loyalty in Relational Exchanges," Journal of Marketing, 66 (January), 15–37.
Thibaut, J.W. and Kelly, H.H. (1959), The Social Psychology of Groups, New York: John Wiley & Sons.
Thye, S., J. Yoon, and E. J. Lawler (2002). “Relational Cohesion Theory: Review of a Research Program,” Advances in Group Processes 19, 89-102.
Tull, D. and Hawkins, D. (1984), Marketing Research, Measurement and Methods, 3rd ed., New York: Macmillan
Van Eeden, S., Viviers, S., & Venter, D. (2004). An exploratory study of selected problems encountered by small businesses in a South African Context. Journal of African Business, 5 (1), 45-72.
Walter, A., Müller, T. A., Helfert, G., & Ritter, T. (2003). Functions of industrial supplier relationships and their impact on relationship quality. Industrial Marketing Management, 32, 159–169.
Wang, C. L. (2007). “Guanxi vs. Relationship Marketing: Exploring Underlying Differences,” Industrial Marketing Management 36(1), 81-86.
Weitz, B. A., & Jap, S. D. (1995). Relationship marketing and distribution channels. Journal of the Academy of Marketing Science, 23 (4), 305-320.
Wild, V. (1997). Profit not for Profit’s Sake: History and Business Culture of African Entrepreneurs in Zimbabwe. Harare, Zimbabwe: Baobab Books.
Wilks, S.S. (1961), “Some aspects of quantification in science”, in H. Woolf (Ed) Quantification, New York: Bobbs-Merrill Company
Williamson, O. E. 1985, The Economic Institutions of Capitalism: Firms, Markets, Relational Contracting, The Free Press, New York.
Williamson, O. (1991), Comparative Economic Organization: The Analysis of Discrete Structural Alternatives’, Administrative Science Quarterly, Vol. 36, pp. 269-296
Wilson, D.T. (1995), “An integrated model of buyer-seller relationships”, Journal of the Academy of Marketing Science, 23(4), 335-45.
Wimmer, A. and Mandjak, T. (2002), “Business relationships as value drivers?”, IMP Group Proceedings of 18th Annual IMP Conference, Dijon, p.154.
Yoon. J., and E. J. Lawler (2005). “The Relational Cohesion Model of Organizational Commitment”, in Relational Perspectives in Organizational Studies: A Research Companion. Ed. O. Kyriakidou, and M. Ozbilgin. UK: Edward and Eldar Publishing Limited, Cheltenham, pp.146-162.
Young, L., & Denize, S. (1995). A concept of commitment: Alternative views of relational continuity in business service relationships. Journal of Business & Industrial Marketing, 10(5), 22−37.
Yu, J. P., & Pysarchik, D. T. (2002). Economic and non-economic factors of Korean manufacturer-retailer relations. International Review of Retail, Distribution & Consumer Research, 12 (3), 297-318.
Yukl, G., H. Kim, and C. M. Falbe (1996). “Consequences of Influence Tactics Used With Subordinates, Peers, and the Boss,” Journal of Applied Psychology 77(4), 525-535.
Zaheer, A., McEvily, B., & Perrone, V. (1998). Does trust matter? Exploring the effects of interorganizational and interpersonal trust on performance. Organization Science, 9, 141–159.
Zhao, X. D., B. F. Huo., B. B. Flynn, and J. H. Y. Yeung (2008). “The Impact of Power and Relationship Commitment on the Integration between Manufacturers and Customers in a Supply Chain,” Journal of Operations Management 26(3), 368-388.
Zhuang, G., and A. S. L. Tsang (2010). “Power, Conflict, and Cooperation: The Impact of Guanxi in Chinese Marketing Channels,” Industrial Marketing Management 39(1), 137-149.
--------, and N. Zhou (2004). “The Relationship between Power and Dependence in Marketing Channels,” European Journal of Marketing 38(5/6), 675-693.
Sibanda. G. (2008). Small Business Support Unit: Zimbabwe National Chamber of Commerce Report. Harare, Zimbabwe: Brochure.
Mupemhiwa, A. (2009). State of Affairs in Zimbabwe Retailing: Zimbabwe Retailers Association Report. Business Bulletin, November, 7-10.

指導教授

鄭明松(Ming-Sung Cheng)

審核日期

2011-1-27

推文