Interdependency, Contracting, and Relational Behavior in Marketing Channels  

Oleh:

Lusch, Robert F. ; Brown, James R.

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Journal of Marketing (EBSCO) vol. 60 no. 4 (1996), page 19-38.
Topik: BEHAVIOUR; interdependency; contracting; relational; behaviour; marketing channels

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: JJ94.1 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

The dependency structure between wholesale - distributors and their major suppliers is posited to influence the type of contract - explicit and normative - used. In turn, dependency structure and type of contract is hypothesized to influence wholesale - distributor performance. This process occurs both directly and indirectly through some intermediate constructs, such as long - term orientation, relationship length, and relational behavior. The authors investigate three dependency structures : wholesaler dependent on supplier, supplier dependent on wholesaler, and high bilateral dependency. They obtain empirical support for many of the hypothesized linkages.

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