Artikel
A model of manufacturer-driven governing mechanisms and distributor performance
Drawing from relational exchange, dependence, and agency theories the authors explain that it is not only the type of governing mechanisms but also the proper sequencing of them that improves a manufacturer-distributor relationship and performance. Dependence affected relationship continuity positively. Monitoring affected the second order relational norm construct, comprising information sharing and flexibility, positively. Relational norm positively affected relationship continuity. Dependence, relationship continuity, monitoring, and relational norm affected distributor performance positively.
- Language
-
Englisch
- Bibliographic citation
-
Journal: jbm - Journal of Business Market Management ; Volume: 5 ; Year: 2012 ; Issue: 1 ; Pages: 21-41 ; Berlin: Freie Universität Berlin, Marketing-Department
- Classification
-
Management
- Subject
-
agency theory
dependence
relational norm
monitoring distributor performance
relationship continuity
- Event
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Geistige Schöpfung
- (who)
-
Sachdev, Harash J.
Merz, Russell G.
- Event
-
Veröffentlichung
- (who)
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Freie Universität Berlin, Marketing-Department
- (where)
-
Berlin
- (when)
-
2012
- Handle
- URN
-
urn:nbn:de:0114-jbm-v5i1.56
- Last update
-
10.03.2025, 11:43 AM CET
Data provider
This object is provided by:
ZBW - Deutsche Zentralbibliothek für Wirtschaftswissenschaften - Leibniz-Informationszentrum Wirtschaft. If you have any questions about the object, please contact the data provider.
ZBW - Deutsche Zentralbibliothek für Wirtschaftswissenschaften - Leibniz-Informationszentrum Wirtschaft. If you have any questions about the object, please contact the data provider.
Object type
- Artikel
Associated
- Sachdev, Harash J.
- Merz, Russell G.
- Freie Universität Berlin, Marketing-Department
Time of origin
- 2012
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