The role of economic value, social value, and perceptions of fairness in interorganizational relationship retention decisions

Article Abstract:

Although previous research provides a foundation for developing, maintaining, and exiting relationships, the extant literature has yet to consider the influence that patterns of economic and social forces have in guiding the future of deteriorating relationships. To understand better and respond to relationships in decline and to salvage relationships that are destined to fail needlessly, the authors use the political economic paradigm to identify symptoms of deteriorating relationships and provide a framework for combining relational forces that best guides relationship retention decisions. They propose a model based on the theoretical foundations of transactional cost analysis (TCA), social exchange, and distributive justice. Using relative dependence, interdependence, and mutual dependence to define the economic and social worth of the relationship, they incorporate dyadic patterns of behavior to illustrate similar and different interpretations and evaluations of fairness and the impact on relational outcomes. The article culminates with managerial implications and directions for future research. (Reprinted by permission of the publisher.)

Interorganizational relations, Social indicators, Fairness, Value (Economics)

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Managing trade promotions in the context of market power

Article Abstract:

The use of trade promotions as a channel-programming tool has increased substantially in the past decade. In focusing on the tactical implications of trade promotions, some firms appear to have underestimated the tendency of poorly planned trade promotions to interfere with the implementation of a marketing strategy. In this article, the authors examine the complex issue of trade promotion use from both long-term and short-term perspectives. Different trade promotions can produce dissimilar types of channel cooperation, consumer responses, and postpromotion channel member behavior, resulting in differences in distribution-programming preferences between suppliers and retailers. The authors argue that the adjudication of these different preference structures is addressed through the market power of the channel participants. Based on an assessment of these channel relationships, an approach for suggested courses of action is forwarded. (Reprinted by permission of the publisher.)

Administration of General Economic Programs, Miscellaneous Store Retailers, MISCELLANEOUS RETAIL, Retail Trade NEC, Marketing Management, Export Promotion, Industrial supplies, Industrial Supplies Whsle, Industrial Supplies Wholesalers, Retail industry, Retail trade, Distribution, Market share, Foreign trade promotion

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External and internal supplier influences: buyer perceptions of channel outcomes

Article Abstract:

External and internal influences on channel outcomes are examined. Research hypotheses are presented on main and interaction effects of supplier relative market position and internal influence measures with respect to buyer perceptions of channel outcomes. Data from dealers (N = 324) in the office systems and furniture industry were used to test the proposed relationships. Among the findings is that the effects of power generated from conditions outside the channel dyad and the use of coercive influence strategies account for a significant share of the variance in dealers' perceptions of control. Implications and suggestions for future research are provided. (Reprinted by permission of the publisher.)

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