Multiple Business Goals Sets as Determinants of Marketing Channel Conflict: An Empirical Study

Jehoshua Eliashberg

123 citations0/0 files storedJournal of Marketing Research

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Supply Chain and Inventory Management Customer Service Quality and Loyalty Quality and Supply Management

Abstract

This study integrates concepts and ideas from various disciplines to investigate and measure relationships between conflict and sets of multiple business goals in a channel of distribution. The relationships are examined empirically by means of a set of dyadic data. The results demonstrate the similarities and differences between channel members in their perceived conflict and in the role of business goals as a determinant of the conflict.

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References

1974Judgment under Uncertainty: Heuristics and Biases 1975Judgment under Uncertainty: Heuristics and Biases 1979A Paradigm for Developing Better Measures of Marketing Constructs 1965The Logic of Collective Action 1977Handbook of Industrial and Organizational Psychology.1966The Logic of Collective Action.1973Availability: A heuristic for judging frequency and probability 1994Decisions with Multiple Objectives: Preferences and Value Tradeoffs.

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1996The Quality and Effectiveness of Marketing Strategy: Effects of Functional and Dysfunctional Conflict in lntraorganizational Relationships 2001The Determinants of Commitment in the Distributor–Manufacturer Relationship 2001The Phenomenon of Substantive Conflict in the Family Firm: A Cross‐Generational Study 2007Exercised power as a driver of trust and commitment in cross-border industrial buyer–seller relationships 1997Performance in Principal-Agent Dyads: The Causes and Consequences of Perceived Asymmetry of Commitment to the Relationship

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