An examination of the influence of procedural justice on long-term orientation in wholesaler- supplier relationships

David A. Griffith, Robert F. Lusch

Research output: Contribution to journalArticlepeer-review

7 Scopus citations

Abstract

This study examines the influence of bilateral communication, voice, explanation, consistency, credibility, and interactional norms (all elements of procedural justice) on long-term orientation. The hypotheses are empirically tested through an examination of partnerships that wholesalers have with their major supplier. Voice, consistency, credibility, and interactional norms of the wholesaler’s major supplier were found to be related to the wholesaler’s long-term orientation. Managerial implications are discussed.

Original languageEnglish (US)
Pages (from-to)1-15
Number of pages15
JournalJournal of Marketing Channels
Volume7
Issue number3
DOIs
StatePublished - Aug 16 2000

ASJC Scopus subject areas

  • Marketing

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