Interdependency, Contracting, and Relational Behavior in Marketing Channels
研究批发分销商与主要供应商之间的依赖结构如何影响显性契约和规范性契约的使用，进而影响分销商业绩，并考察长期导向、关系长度和关系行为的中介作用。
The dependency structure between wholesale-distributors and their major suppliers is posited to influence the type of contract—explicit and normative—used. In turn, dependency structure and type of contract is hypothesized to influence wholesale-distributor performance. This process occurs both directly and indirectly through some intermediate constructs, such as long-term orientation, relationship length, and relational behavior. The authors investigate three dependency structures: wholesaler dependent on supplier, supplier dependent on wholesaler, and high bilateral dependency. They obtain empirical support for many of the hypothesized linkages.