Effects of manufacturers' strategies on channel relationships

Article Abstract:

In this area of relationship marketing, more and more corporations are entering into nonmarket interfirm partnerships to avail themselves of competitive advantages in the marketplace. Consequently, the question of how certain organizational strategies enhance or impede the success of these partnerships becomes an increasingly important phenomenon to examine. Previous studies have investigated the effects of firm strategies on intraorganizational characteristics and outcomes such as organizational structure, processes, and performance. However, the potential impact of these strategies on interorganizational relationships has not been examined. We study this issue using empirical data obtained from the distribution channels of the photocopier industry. Results indicate that manufacturers' strategies, indeed, exert a differential impact on the nature of emergent channel relationships. (Reprinted by permission of the publisher.)

Office machines, not elsewhere classified, Office Machinery Manufacturing, Photographic equipment and supplies, Photocopy Equipment, Photographic and Photocopying Equipment Manufacturing, Duplicating Machines, Manufacturing industry, Manufacturing industries, Office equipment and supplies industry, Office equipment industry, Distribution, Photocopiers, Strategic alliances (Business), Interorganizational relations

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Joint and interactive effects of trust and (inter) dependence on relational behaviors in long-term channel dyads

Article Abstract:

The positive effect of trust among the automobile dealers in Turkey was investigated among the highly and symmetrical interdependent channel dyads than in low interdependence-type symmetrical dyads. The results on the data collected from the automobiles dealers showed that trust plays an important role in exerting positive effect on the relational behaviors of the dealers.

Science & research, Motor Vehicle Dealers, Motor Vehicle and Parts Dealers, Turkey, New and used car dealers, Recreational vehicle dealers, Automobile dealers

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Channel coordination and transaction cost: a game-theoretic analysis

Article Abstract:

The usage of marketing channel co-ordination for reducing business transaction costs is discussed.

United States, Cost control, Cost reduction

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