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Designing channel incentives to overcome reseller rejection
16 references·9 citing·46 second hop
Designing channel incentives to overcome reseller rejection (2003)Designing channel incentives to overcome …Organizing and Managing Channels of Distribution (1999)Organizing and Managing Chann…The power of trust in manufacturer-retailer relationships (1996)The power of trust in manufac…The Effects of Perceived Interdependence on Dealer Attitudes (1995)The Effects of Perceived Inte…Developmental Processes of Cooperative Interorganizational Relationships (1994)Developmental Processes of Co…The Use of Pledges to Build and Sustain Commitment in Distribution Channels (1992)The Use of Pledges to Build a…The Influence of Global Marketing Standardization on Performance (1992)The Influence of Global Marke…Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories (1992)Agency Relationships in Marke…Comparative Economic Organization: The Analysis of Discrete Structural Alternatives (1991)Comparative Economic Organiza…Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences (1988)Toward a Theory of Marketing …Organizations: Rational, Natural, and Open Systems (1988)Organizations: Rational, Natu…Organizations: Rational, Natural, and Open Systems. (1984)Organizations: Rational, Natu…A Spatial Model of Effectiveness Criteria: Towards a Competing Values Approach to Organizational Analysis (1983)A Spatial Model of Effectiven…New Perspectives on Organizational Effectiveness. (1979)New Perspectives on Organizat…The External Control of Organizations. (1978)The External Control of Organ…Organizational Control: Two Functions (1975)Organizational Control: Two F…Sociology and Modern Systems Theory. (1968)Sociology and Modern Systems …The Joint and Multilevel Effects of Training and Incentives from Upstream Manufacturers on Downstream Salespeople’s Efforts (2020)The Joint and Multilevel Effe…Towards evidence-based management of external resources: Developing design propositions and future research avenues through research synthesis (2017)Towards evidence-based manage…Making channel incentives work: A discriminating match framework (2017)Making channel incentives wor…Divided attitudinal loyalty and customer value: role of dealers in an indirect channel (2016)Divided attitudinal loyalty a…Effect of exporter’s incentives on foreign distributor’s role performance (2015)Effect of exporter’s incentiv…Making partner relationship management systems work: The role of partnership governance mechanisms (2013)Making partner relationship m…Distribution challenges and workable solutions (2013)Distribution challenges and w…Retailers' new product acceptance decisions: incorporating the buyer‐supplier relationship perspective (2012)Retailers' new product accept…Cross‐border interfirm cooperation: the influence of the performance context (2008)Cross‐border interfirm cooper…The Evolution of Cooperation (1981)Perceived organizational support. 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(1991)Trust and TAM in Online Shopping: An Integrated Model1 (2003)Consumer trust in B2C e-Commerce and the importance of social presence: experiments in e-Products and e-Services (2004)Partial least squares structural equation modeling (PLS-SEM): A useful tool for family business researchers (2014)Theory of the firm: Managerial behavior, agency costs and ownership structure (1976)The Sources and Consequences of Embeddedness for the Economic Performance of Organizations: The Network Effect (1996)The New Institutional Economics: Taking Stock, Looking Ahead (2000)The Network Paradigm in Organizational Research: A Review and Typology (2003)Organization and environment (1967)Problems in the Measurement of Organizational Effectiveness (1975)The Emerging Goddess: The Creative Process in Art, Science, and Other Fields (1982)CONDUCTING INTERORGANIZATIONAL RESEARCH USING KEY INFORMANTS. (1993)CONFIGURATIONAL APPROACHES TO ORGANIZATIONAL ANALYSIS. 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References

  • 1991Comparative Economic Organization: The Analysis of Discrete Structural Alternatives7,150 cited
  • 1988Organizations: Rational, Natural, and Open Systems5,191 cited
  • 1978The External Control of Organizations.4,945 cited
  • 1994Developmental Processes of Cooperative Interorganizational Relationships4,917 cited
  • 1992The Use of Pledges to Build and Sustain Commitment in Distribution Channels3,430 cited
  • 1983A Spatial Model of Effectiveness Criteria: Towards a Competing Values Approach to Organizational Analysis3,337 cited
  • 1995The Effects of Perceived Interdependence on Dealer Attitudes1,843 cited
  • 1984Organizations: Rational, Natural, and Open Systems.1,789 cited
  • 1992Agency Relationships in Marketing: A Review of the Implications and Applications of Agency and Related Theories1,105 cited
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  • 1992The Influence of Global Marketing Standardization on Performance792 cited
  • 1988Toward a Theory of Marketing Control: Environmental Context, Control Types, and Consequences764 cited
  • 1979New Perspectives on Organizational Effectiveness.682 cited
  • 1999Organizing and Managing Channels of Distribution

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663 cited
  • 1975Organizational Control: Two Functions653 cited
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    • 2015Effect of exporter’s incentives on foreign distributor’s role performance50 cited
    • 2008Cross‐border interfirm cooperation: the influence of the performance context49 cited
    • 2017Towards evidence-based management of external resources: Developing design propositions and future research avenues through research synthesis45 cited
    • 2013Distribution challenges and workable solutions36 cited
    • 2016Divided attitudinal loyalty and customer value: role of dealers in an indirect channel30 cited
    • 2013Making partner relationship management systems work: The role of partnership governance mechanisms27 cited
    • 2012Retailers' new product acceptance decisions: incorporating the buyer‐supplier relationship perspective23 cited
    • 2020The Joint and Multilevel Effects of Training and Incentives from Upstream Manufacturers on Downstream Salespeople’s Efforts22 cited
    • 2017Making channel incentives work: A discriminating match framework17 cited