John R. Nevin

The Differential Effects of Exercised and Unexercised Power Sources in a Marketing Channel

Though considerable research has been reported on the effects of coercive and noncoercive power sources in marketing channels, the particular effects of power sources that have been exercised, as o...

Relationship marketing and distribution channels: Exploring fundamental issues

He received his Ph.D. in marketing from the University of Illinois. His research has primarily been concentrated in three conceptual areas of marketing: channels of distribution, legal aspects of marketing, and international marketing. His articles have appeared in theJournal of Marketing, Journal of Marketing Research, Journal of Macromarketing, Journal of Retailing, Journal of Marketing and Public Policy, Journal of Marketing Channels, Law and Society Review, and others.

Influence of Franchisee Selection Criteria on Outcomes Desired by the Franchisor

Agency theory suggests that an efficient contract between a franchisor (principal) and a franchisee (agent) could be established by the use of selection criteria that would screen prospective franchisees based on their likely future outcomes desired by their franchisors. Franchisors can use franchisee selection criteria as a key input control to enhance the outcomes of their future franchisees. This article examines the relationship between key franchisee selection criteria such as franchisees’ financial capability, experience and management skills, demographic characteristics, attitude toward business dimensions (perceived innovativeness, desire for personal development, seek work-related challenges, personal commitment to the business, and business risk-taking), and key measures of outcomes desired by franchisors (perceived cooperation, satisfaction with the business decision, and franchisee opportunism). The findings show that certain franchisee attitudes toward business can be used as an effective input control strategy by franchisors because they explain a substantial portion of the variance in franchisees’ outcome desired by franchisors.

Fairness-Trust-Loyalty Relationship Under Varying Conditions of Supplier-Buyer Interdependence

Relationship marketing plays a significant role in supply chain practice and academic studies. Using the resource advantage theory within the relationship marketing framework, we studied the mediating role of trust as a governance mechanism in the fairness-loyalty relationship under different types of interdependence structure between suppliers (wholesalers) and buyers (retailers). Our findings, based on data from retail pharmacies, demonstrate that only under conditions of symmetric independence, trust, as a governance mechanism, completely mediate the relationship between fairness and loyalty. Under conditions of both perceived independence (i.e., lack of interdependence) and asymmetric buyer dependence, however, trust does not mediate but fairness directly influences loyalty. Thus, fairness and trust influence loyalty, strengthening relationships in different ways under different conditions of interdependence. The implications for research and practice are discussed.

How fairness garners loyalty in the pharmaceutical supply chain: Role of trust in the wholesaler‐pharmacy relationship

Purpose – The purpose of this paper is to understand how fairness garners loyalty by breeding trust in the pharmaceutical wholesaler‐pharmacy relationship. Specifically, the paper seeks to understand if the two dimensions of fairness – procedural and distributive – contribute differently in fostering the two types of trust – credibility and benevolence. The paper further aims to examine how the two dimensions of trust mediate the fairness‐loyalty relationship.Design/methodology/approach – Data from 156 retail pharmacies on their relationship with the pharmaceutical wholesalers are used to test the hypotheses. The mediation models are tested using the Barron and Kenny procedure.Findings – The findings of this paper show the importance of both procedural and distributive aspects of fairness on the part of pharmaceutical wholesalers as perceived by the pharmacies. Each aspect of fairness plays a more prominent role for fostering a particular type of trust, which, in turn, leads to loyalty.Research limitation...

Legal Remedies for Deceptive and Unfair Practices in Franchising

This article examines two major legal problem areas in franchising: deceptive practices in the selling of a franchise and unfair practices in the operation of a franchise system. Legal remedies for these deceptive and unfair practices are examined based on findings from an empirical study among state attorneys general.

Toward a New Export Intermediary: Export Trading Companies in the United States

In this paper we identify emerging trends in U.S. export trading company activities and develop scenarios for future ETC growth. Insights are presented from the experience of the Japanese general trading companies. Shortcomings of the U.S. ETC legislation are assessed along with their implications for the future. A 10-step planning framework for ETCs is presented and the issue of what makes for a viable U.S. ETC is discussed.