Pub Date : 2019-02-22DOI: 10.4337/9780857938602.00014
Kamran Eshghi, Sourav Ray
{"title":"Managing channel conflict: insights from the current literature","authors":"Kamran Eshghi, Sourav Ray","doi":"10.4337/9780857938602.00014","DOIUrl":"https://doi.org/10.4337/9780857938602.00014","url":null,"abstract":"","PeriodicalId":135166,"journal":{"name":"Handbook of Research on Distribution Channels","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2019-02-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128046331","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2019-02-22DOI: 10.4337/9780857938602.00033
B. Baker
There is a preponderance of research documenting the benefits associated with adopting a relationship marketing (RM) strategy. However, there is a nascent stream of literature which suggests the adoption of an RM strategy may actually diminish organizational performance. In this chapter, the authors introduce and operationalize a set of dark side constructs. The goal is to examine the influence that relational constructs such as trust, commitment, and satisfaction have on the emergence of this dark side. The influence the dark side has on performance is also tested. The results of the study (N = 309) support the premise of positive relationships between relational constructs and the dark side. Although time was thought to moderate these relationships only the main effects between the relational constructs and the dark side were significant. Performance is found to be negatively influenced by the dark side. The authors discuss the theoretical and managerial implications of these findings.
{"title":"An empirical examination of the dark side of relationship marketing within a business-to-business context","authors":"B. Baker","doi":"10.4337/9780857938602.00033","DOIUrl":"https://doi.org/10.4337/9780857938602.00033","url":null,"abstract":"There is a preponderance of research documenting the benefits associated with adopting a relationship marketing (RM) strategy. However, there is a nascent stream of literature which suggests the adoption of an RM strategy may actually diminish organizational performance. In this chapter, the authors introduce and operationalize a set of dark side constructs. The goal is to examine the influence that relational constructs such as trust, commitment, and satisfaction have on the emergence of this dark side. The influence the dark side has on performance is also tested. The results of the study (N = 309) support the premise of positive relationships between relational constructs and the dark side. Although time was thought to moderate these relationships only the main effects between the relational constructs and the dark side were significant. Performance is found to be negatively influenced by the dark side. The authors discuss the theoretical and managerial implications of these findings.","PeriodicalId":135166,"journal":{"name":"Handbook of Research on Distribution Channels","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2019-02-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"126783020","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2019-02-22DOI: 10.4337/9780857938602.00012
James R. Brown, Jody L. Crosno
{"title":"Organizational control in marketing channels: a meta-analytic review","authors":"James R. Brown, Jody L. Crosno","doi":"10.4337/9780857938602.00012","DOIUrl":"https://doi.org/10.4337/9780857938602.00012","url":null,"abstract":"","PeriodicalId":135166,"journal":{"name":"Handbook of Research on Distribution Channels","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2019-02-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"131845147","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2019-02-22DOI: 10.4337/9780857938602.00020
Sang-June Park, R. Staelin
{"title":"Interpretation of product differentiation in linear demand functions","authors":"Sang-June Park, R. Staelin","doi":"10.4337/9780857938602.00020","DOIUrl":"https://doi.org/10.4337/9780857938602.00020","url":null,"abstract":"","PeriodicalId":135166,"journal":{"name":"Handbook of Research on Distribution Channels","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2019-02-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"116506954","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2019-02-22DOI: 10.4337/9780857938602.00013
R. Sohi, A. Matthews
{"title":"Organizational learning and inter-organizational knowledge transfer","authors":"R. Sohi, A. Matthews","doi":"10.4337/9780857938602.00013","DOIUrl":"https://doi.org/10.4337/9780857938602.00013","url":null,"abstract":"","PeriodicalId":135166,"journal":{"name":"Handbook of Research on Distribution Channels","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2019-02-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"114937816","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2019-02-22DOI: 10.4337/9780857938602.00031
Alberto Sa Vinhas, Jeannette L. Johnson
{"title":"Design and management of multi-channel distribution in B2B environments","authors":"Alberto Sa Vinhas, Jeannette L. Johnson","doi":"10.4337/9780857938602.00031","DOIUrl":"https://doi.org/10.4337/9780857938602.00031","url":null,"abstract":"","PeriodicalId":135166,"journal":{"name":"Handbook of Research on Distribution Channels","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2019-02-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"117257323","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2019-02-22DOI: 10.4337/9780857938602.00035
C. Ingene, James R. Brown
{"title":"Conceptualizing a Comprehensive Theory of Distribution Channels","authors":"C. Ingene, James R. Brown","doi":"10.4337/9780857938602.00035","DOIUrl":"https://doi.org/10.4337/9780857938602.00035","url":null,"abstract":"","PeriodicalId":135166,"journal":{"name":"Handbook of Research on Distribution Channels","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2019-02-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"126456838","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2019-02-22DOI: 10.4337/9780857938602.00010
Kinshuk Jerath, Z. J. Zhang
{"title":"Platform retailing: from offline “stores within a store” to online “marketplaces”","authors":"Kinshuk Jerath, Z. J. Zhang","doi":"10.4337/9780857938602.00010","DOIUrl":"https://doi.org/10.4337/9780857938602.00010","url":null,"abstract":"","PeriodicalId":135166,"journal":{"name":"Handbook of Research on Distribution Channels","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2019-02-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122953149","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 1900-01-01DOI: 10.4337/9780857938602.00008
Mrinal G Ghosh, Kellilynn M. Frias, R. Lusch
{"title":"Choosing value-chain locations in marketing channels: integrating service-dominant logic and product-form strategy perspectives","authors":"Mrinal G Ghosh, Kellilynn M. Frias, R. Lusch","doi":"10.4337/9780857938602.00008","DOIUrl":"https://doi.org/10.4337/9780857938602.00008","url":null,"abstract":"","PeriodicalId":135166,"journal":{"name":"Handbook of Research on Distribution Channels","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"123367083","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 1900-01-01DOI: 10.4337/9780857938602.00011
{"title":"Organizational control, learning and conflict","authors":"","doi":"10.4337/9780857938602.00011","DOIUrl":"https://doi.org/10.4337/9780857938602.00011","url":null,"abstract":"","PeriodicalId":135166,"journal":{"name":"Handbook of Research on Distribution Channels","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"1900-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"114135685","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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