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

Journal of Marketing Research · 1992 · Vol. 29(1) · pp. 18–18

Erin Anderson✉(University of Pennsylvania)Barton A. Weitz(University of Florida)

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...

Digital Platforms and Economics Auction Theory and Applications Outsourcing and Supply Chain ManagementDistribution (mathematics)BusinessPsychologyEconomicsMarketingEnvironmental economicsMathematics

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