Skip to main content
SpringerLink
Log in

Accountability in the Buyer-Seller Relationship: Understanding the Influence of Culture on Buyer’S Accountability to the Supplier Firm’S Salesperson

  • Conference paper
  • First Online:
Creating and Delivering Value in Marketing

  • 3827 Accesses

Abstract

Exchange relationships are the essence of marketing; researchers have been studying the different influences on exchange relationships. Accountability influences the decision and decision process. This study proposes a model that describes the influence of the buyer’s accountability, national culture, and trust on cooperation.

This is a preview of subscription content, log in via an institution to check access.

Access this chapter

Log in via an institution
Chapter
USD 29.95
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
eBook
USD 84.99
Price excludes VAT (USA)
  • Available as PDF
  • Read on any device
  • Instant download
  • Own it forever
Hardcover Book
USD 109.99
Price excludes VAT (USA)
  • Durable hardcover edition
  • Dispatched in 3 to 5 business days
  • Free shipping worldwide - see info

Tax calculation will be finalised at checkout

Purchases are for personal use only

Institutional subscriptions

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  • Anderson, James and James A. Narus (1990), “A model of Distribution Firm and Manufacturing Firm Working Partnerships”, Journal of Marketing, Vol. 54 (1), p. 42–58

    Article  Google Scholar 

  • Baumeister, Roy F. and Mark F. Leary (1995), “The Need to Belong: Desire for Interpersonal Attachments as a Fundamental Human Motive”, Psychological Bulletin, Vol. 117, p. 497–529

    Article  Google Scholar 

  • Beu Danielle and M. Ronald Buckley (2001), “The Hypothesized Relationship Between Accountability and Ethical Behavior”, Journal of Business Ethics, Vol. 34, p.57–73

    Article  Google Scholar 

  • Cialdini, Robert B., C. A. Kallgren, and R. R. Reno (1991), “A Focus Theory on normative Conduct”, Advances in Experimental Social Psychology, Vol. 24, p. 201–234

    Article  Google Scholar 

  • Doney, Patricia M. and Joseph P. Cannon (1997), “An Examination of the Nature of Trust in Buyer-Seller Relationships”, Journal of Marketing, Vol. 61, p. 35–51

    Article  Google Scholar 

  • Doney, Patricia M. and Gary M. Amstrong (1996), “Effects of Accountability on Symbolic Information Search and Information Analysis by Organizational Buyers”, Journal of Academy of Marketing Science, Vol. 24, No. 1, p. 57–65

    Article  Google Scholar 

  • Frink Dwight D. and Gerald R. Ferris (1998), “Accountability, Impression Management, and Goal Setting in the Performance Evaluation”, Human Relations, vol. 51, No. 10, p. 1259–1283

    Google Scholar 

  • Gelfand, Michele J. and Anu Realo (1999), “Individualism-Collectivism and Accountability in Intergroup Negotiations”, Journal of Applied Psychology, Vol. 84, No. 5, p. 721–736.

    Article  Google Scholar 

  • Hill, Charles W. (1997), International Business: Competing in the Global Market Place, Chicago: Irwin

    Google Scholar 

  • Hofstede, Geert (1997), Cultures and Organizations: Software of the Mind. Intercultural Cooperation and Its Importance for Survival, New York: McGraw-Hill

    Google Scholar 

  • Kale, Sudhir H. and John W. Barnes (1992), “Accounting for the Effects of Accountability”, Psychological Bulletin, Vol. 125, No. 2, p. 255–275

    Google Scholar 

  • Lerner, Jennifer S. and Philip E. Tetlock (1999), “Accounting for the Effects of Accountability”, Psychological Bulletin, Vol. 125, No.2, p. 255 – 275

    Article  Google Scholar 

  • Macintosh, Gerrard and James W. Gentry (1995), “Cognitive Process Differences between Discrete and Relational Exchange”, International Business Review, Vol. 4, No. 4, p. 435–446.

    Article  Google Scholar 

  • Morgan, Robert M. and Shelby D. Hunt (1994), “The Commitment-Trust Theory of Relationship Marketing”, Journal of Marketing, Vol. 58, p. 20–38

    Article  Google Scholar 

  • Tetlock, Philip T (1998), “Loosing Our Religion: On the Precariousness of Precise Normative Standards in Complex Accountability System”, in Influence Process in Organizations: Emerging Themes in Theory and Research. Thousand Oaks, Ca.: Sage.

    Google Scholar 

  • Tetlock, Philip (1985), “Accountability: A Social Check on the Fundamental Attribution Error”, Social Psychology Quarterly, Vol. 48, p.227–236

    Article  Google Scholar 

  • Weigold, P. Michael and Barry R. Schlenker (1991), “Accountability and Risk Taking”, Personality and Social Psychology, Vol. 17, p.25–29

    Article  Google Scholar 

  • Williams, Jerome D., Sang-Li Han, and William J. Quails (1998), “A Conceptual Model and Study of Cross-Cultural Business Relationships”, Journal of Business Research, Vol. 42 (2), p. 135–143

    Article  Google Scholar 

Download references

Author information

Authors and Affiliations

  1. Springfield, USA

    Enrique P. Becerra

Authors
  1. Enrique P. Becerra
    View author publications

    You can also search for this author in PubMed Google Scholar

Editor information

Editors and Affiliations

  1. Department of Marketing, Western New England University College of Business, Springfield, Massachusetts, USA

    Harlan E. Spotts

Rights and permissions

Reprints and permissions

Copyright information

© 2015 Academy of Marketing Science

About this paper

Cite this paper

Becerra, E.P. (2015). Accountability in the Buyer-Seller Relationship: Understanding the Influence of Culture on Buyer’S Accountability to the Supplier Firm’S Salesperson. In: Spotts, H. (eds) Creating and Delivering Value in Marketing. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-11848-2_14

Download citation

Publish with us

Policies and ethics

Search

Navigation