商学　６１‐６／１５．崔

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1 561 1 Jarillo 1988 ; Zaheer et al 1988 ; Hagen and Choe 1998 Morgan and Hunt 1994 Ring and Van de Ven 1994 ; Gassenheimer et al 2004Standifird and Scott 2000 ; Chow 2008Ryu et al 2007 Chow 2008 Dyer and Nobeoka Macy and Sato 2002 ; Hagen and Choe 1998 ; Shimaguchi 1978 ; Hofestede 1991 Chung et al Fudan University IFSAM 9 Nizar SouidenLaval University, Canada

2 562 relational trustrational or calculative trust Dore 1983 ; Dyer and Chu 2003 Dyer and Chu, 2000 ; Khurram et al., 2005 ; Voss et al., Bradach and Eccles 1989, p.104 ; Sako 1992 ; Andaleeb 1992 Anderson and Narus 1990 ; Doney and Canon 1997 ; Dwyer et al 1987

3 563 1 affective trust Rousseau et al 1998 Massey and Kyriaziz 1997 Anderson et al 1987 ; Ganesan 1994 ; Geyskens et al 1998 Rousseau et al Hofstede 1991 ; Fukuyama 1995 ; Shimaguchi 1978 embedded

4 564 1 Relationship-specific adaptation Hallen et al., 1991 ; Hutt and Speh, 2004 Anderson and Weitz, 1992 ; Cannon and Perreault Jr, 1999 Ganesan1994 A BA B B A A 1 2 Yamagishietal.1999, p.157 Dore et al1998 Ganesan, 1994 ; Shamdasani & Sheth, 1995 ; Selnes, 1998

5 Gaski 1984 EL-Ansary and Stern 1972 non-coercive power coercive powergundlach and Cadotte 1994 ; Simpson and Paul 1994 Kumar et al 1995 Moorman et al.1993 Khurram et al

6 566 Scheer and Stern1992A B 6 3 Anderson and Narus 1984 Morgan and Hunt, 1994 ; Young and Wilkinson, 1995 e.g. Anderson and Narus, 1990 ; Hewett and Bearden, 2001 ; Jap, 1999 ; Terawatanavong and Quazi, 2006 Inkpen and Currall, 1997 ; Aulakh et al., 1997 Andaleeb, 1996 ; Masuku et al., 2003

7 Dodgson 1993 ; Dyer and Ouchi Hewett and Bearden, 2001Frazier1983 Frazier et al.1988 Skinner et al., 1992 ; Weitz and Jap,

8 Likert5 Cronbach s α 2 2 Cronbach s α α 0.80 Ganesan R α.89 Ganesan α.83 Dwyer and Oh Skinner et al.,1992 α 0.77 Skinner et al., α.91 Cannon and Homburg2001Cannon and Perreault Jr., 1999

9 569 α.89 Sako R α AMOS Bagozzi and Heatherton1994 partial aggregation 2 RMR 0.49, CFI Bagozzi and Heatherton 1994Landies et al2000

10 570 1 x ,df46,p t P H1 H2 H3 H4 H5 H6 H7 H8 H9 H , TLI 0.9, GFI St.ß.638, t5.356st.ß.459, t

11 571 St.ß.396, t 3.349St.ß.520, t4.46 3, 4, 5 St.ß.428, t2.744st.ß.545, t3.118 St.ß.950, t Morgan and Hunt 1994, Anderson and Weitz 1992, Ganesan 1994 Johnson et al1993 Chung et al2008

12 572 Chung et al Heide & John, 1988 ; 1990 ; 1992, Jap & Ganesan, 2000 ; Stump & Heide, 1996 Rokkan et al 2003 ; Ono and Kubo a ; 2009 b 2009

13 573 Sako Voss et al 2006 ; Shapiro et al 2008

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16 576 sets in Conventional Channels, Journal of Marketing, 48Januarypp Heide, J. B and G. John1990,Alliances in Industrial Purchasing : The Determinants of Joint Action in Buyer-Supplier Relations, Journal of Marketing Research, Vol.27. pp Heide, J. B and G. John1992,Do Norms Matter in Marketing Relationships?, Journal of Marketing, Vol.56, April, pp Hewett, K. and Bearden, W. O.2001,Dependence, Trust, and Relational Behavior on the Part of Foreign Subsidiary Marketing Operations : Implications for Managing Global Marketing Operations, Journal of Marketing, Vol.65Octoberpp Hofstede, Geert1991Cultures and Organizations : Software of the Mind. London : McGraw-Hill Book Company. Hutt, Michael D. and Speh, Thomas W.2004Business Marketing Management : A Strategic View of Industrial and Organizational Markets, Thomson South-Western. Inkpen, Andrew. C. and Currall, Steven C.1997,International Joint Venture Trust : An Empirical Examination, in Beamish, P. W. and Killing, J. P.Eds.Cooperative Strategies : North American Perspective, New Lexington Press, San Francisco, pp Jap, S. D.1999,Pie-expansion Efforts : Collaboration Processes in Buyer-supplier Relationships, Journal of Marketing Research, Vol.36Novemberpp Jap, Sandy D. and Shankar Ganesan2000,Control Mechanisms and the Relationship Life Cycle : Implications for Safeguarding Specific Investments and Developing Commitment, Journal of Marketing Research, Vol.37May Jarillo. J. C.1988,On Strategic Networks, Strategic Management Journal, Vol.9, pp Johnson, T., Sakano, T., Cote, J. A. and Onzo, N.1993 The Exercise of Interfirm Power and Its Repercussions in U.S.-Japanese Channel Relationships, Journal of Marketing, 57April1 10. Khurram J. S., Kalafatis, S. P. and Samouel, P.2005,Cognitive and Behavioral Determinants of Trust in Small and Medium-sized enterprises, Journal of Small Business and Enterprise Development, Vol.12 No.3, pp Kumar,N.,Scheer,L.K.,andSteenkamp,J.-B.E.M.1995,The Effects of Supplier Fairness on Vulnerable Resellers, Journal of Marketing Research, Vol.32Februarypp Landis, R. S., Beal, D. J. and Tesluk, P. E.2000,A Comparison of Approaches to Forming Composite Measures in Structural Equation Models, Organizational Research Methods, Vol.3 No.2, pp Macy,M.W.andSato,Y.2002.Trust, Cooperation, and Market Formation in the U.S. and Japan, Proceedings of the National Academy of Sciences, Irvine, CA, pp Massey,G.R.andKyriazis,E.2007,Interpersonal Trust Between Marketing and R & D During New Product Development Projects, European Journal of Marketing, Vol.41 N9/10, pp Masuku, M. B., Kristen, J. F., Van Rooyen, C. J. and Perreti, S.2003,Contractual Relationships Between Small Holder Sugarcane Growers and Millers in the Sugar Industry Supply Chain in Swaziland, Agrekon, Vol.42 No.3, pp Mathieu, J. E. and Farr, J. L.1991,Further Evidence for the Discriminant Validity of Measures of Organizational Commitment, Job Involvement, and Job Satisfaction, Journal of Applied Psychology, Vol.76, pp Moorman, C., Deshpande, R. and Zaltman, G.1993 Factors Affecting Trust in Market Research Relationships, Journal of Marketing, 57January Morgan,R.M.andHunt,S.D.1994,The Commitment-Trust Theory of Relationship Marketing, Journal of Marketing, Vol.58Julypp Morrow J. L Jr., Hansen, Mark H. and Pearson, Allison, W.2004,The Cognitive and Affective Antecedents of General Trust within Cooperative Organizations, Journal of Managerial Issues. Vol.16 No.1, pp

17 Ono, A. and Kubo, K.2009 b,manufacturers Intention to Extend the Relationships with Distributors, Journal of Business & Industrial Marketing, Vol.24, No 5/6, pp Ring, P. S. and Van de Ven, A. H Structuring Cooperative Relationship Between Organizations. Strategic Management Journal, 13, pp Rokkan, A I, Jan B. Heide and Kenneth H. Wathne2003,Specific Investments in Marketing Relationships : Expropriation and Bonding Effects, Journal of Marketing, Vol. XLMaypp Rousseau,D.,Sitkin,S.,Burt,R.andCamerer,C.1998,Not so Different after all : A Cross Discipline View of Trust, Academy of Management Review, Vol.23, pp RyuS.,Park,J.E.andMin,S.2007,Factors of Determining Long-term Orientation in Interfirm Relationships, Journal of Business Research, Vol.60, pp Sako, M.1992Prices, Quality and Trust : Interfirm Relations in Britain and Japan, Cambridge University Press, Cambridge, MA. Scheer,L.K,andL.WStern.1992,The Effect of Influence Type and Performance Outcomes on Attitude toward the InfluencerJournal of Marketing Research, Vol.29, pp Selnes, F.1998,Antecedents and Consequences of Trust and Satisfaction in Buyer-Seller Relationships, European Journal of Marketing, Vol.32 No.3/4, pp Shamdasani, N. and Sheth, N.1995,An Experimental Approach to Investigating Satisfaction and Continuity in Marketing Alliances, European Journal of Marketing, Vol.29 No.4, pp Shapiro J. M, Ozanne, J. L and Saatcioglu, B.2008,An interpretive examination of the development of cultural sensitivity in international business, Journal of International Business Studies, No.39, pp Shimaguchi, M.1978Marketing Channels in Japan, The UMI Research Press, Ann Arbor, MI. Simpson. J. T. and Paul, C The Combined Effects of Dependence and Relationalism of the Use of Influence in Marketing Distribution Channels, Marketing Letters, Skinner,S.J.,Gassenheimer,J.B.andKelley,S.W.1992,Cooperation in Supplier-Dealer Relations, Journal of Retailing, Vol.68 No.2, pp Standifird, S. and Scott, M.2000,The Transaction cost advantage of Guanxi-based business practices. Journal of World Business, No.35, pp Stump, R. L. and Jan. B. Heide1996,Controlling Supplier Opportunism in Industrial Relationships, Journal of Marketing Research, Vol.33, Nov, pp Terawatanavong C. and Quazi, A.2006,Conceptualising the link between national cultural dimensions and B 2 B relationships, AsiaPacific Journal of Marketing and Logistics, Vol.18 No.3, pp Voss K. E., Johnson, J. L., Cullen, J. B., Sakano, T. and Takenouchi, H.2006,Relational exchange in US- Japanese marketing strategic alliances, International Marketing Review, Vol.23 No.6, pp Weitz. B. and Jap, S.1995,Relationship Marketing and Distribution Channels, Journal of the Academy of Marketing ScienceSpecial issue on Relationship MarketingVol.23Fallpp Wrong, D. H.1995Power : Its Forms, Bases and Uses, Transaction, New Brunswick, NJ. Yamagishi, T., Kikuchi, M. and Kosugi, M.1999,Trust, gullibility, and social intelligence, Asian journal of Social Psychology, Vol.2, pp Young, L. C., & I. F. Wilkinson1995The role of trust and cooperation in marketing channels ; A Preliminary study, European Journal of Marketing 23, 2 Zaheer, A., McEvily, B. and Perrone, V.1998,Does Trust Matter? Exploring the Effects of Interorganizational and Interpersonal Trust on Performance, Organization Science, Vol.9 No.2, pp

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マーケティング・チャネル研究における協調関係論の再検討 e.g. Duncan, Copeland, Phillips & Duncan e.g. Ridgeway, Berg, Mallen Mar. e.g e.g. Stern ed., Hunt & Nevin,, Arndt Bucklin & Sengupta Heide Anderson & Weitz Morgan & Hunt Heide & John Noordewire, John

商学 ６１‐６／１５．崔

商学　６１‐６／１５．崔