On determinants of joint action in industrial distributor-supplier relationships: beyond economic efficiency

Article Abstract:

A study of the behavioral factor in relational exchange in downstream channels, a feature of relationship marketing, is presented. The analysis indicates that the exchange is the result of an attitudinal as well as a behavioral shift. It is also suggested that joint action is a behavioral element that is driven by moves aimed at saving on the cost of transaction while offering better customer service at the same time. Specialized investment is cited as a common action that exhibits both aspects.

Marketing Management NEC, Methods, Marketing management, Customer service

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Measuring the sources of marketing channel power: a comparison of alternative approaches

Article Abstract:

A study was conducted to compare the direct and indirect approaches for measuring the sources of marketing channel power. Both approaches performed equally well on the content, within-method and across-method convergent and discriminant validity criteria. However, the direct approach was superior in terms of unidimensionality and nomological validity.

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The influence of firm predispositions on interfirm relationship formation in business markets

Article Abstract:

Research designed to identify significant firm level predispositions and assess their impact on the firm's formation and management of interfirm relationships (IFRs) is presented. It was found that increased connectnedness between the partner companies boosted individual IFR outcomes with regard to productive activities and behavioural trends.

Management-Productivity, Organizational effectiveness, Industrial management

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