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February 1, 1992Journal of Marketing Research

The Use of Pledges to Build and Sustain Commitment in Distribution Channels

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Authors

EAErin AndersonINSEADBWBarton A. WeitzUniversity of Florida

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Anderson et al. (1992) studied this question.

synapsesocial.com/papers/6a1006232badbc352aff2bf5https://doi.org/10.2307/3172490
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Also Consider

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  1. 1The Norm of Reciprocity: A Preliminary Statement1960 · 11,980 citations
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