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Multiple Business Goals Sets as Determinants of Marketing Channel Conflict: An Empirical Study
16 references·16 citing·29 second hopsampled
Multiple Business Goals Sets as Determinants of Marketing Channel Conflict: An Empirical Study (1984)Multiple Business Goals Sets as Determina…Games and Decisions (2015)Games and DecisionsDecisions with Multiple Objectives: Preferences and Value Tradeoffs. (1994)Decisions with Multiple Objec…A Paradigm for Developing Better Measures of Marketing Constructs (1979)A Paradigm for Developing Bet…Handbook of Industrial and Organizational Psychology. (1977)Handbook of Industrial and Or…Judgment under Uncertainty: Heuristics and Biases (1975)Judgment under Uncertainty: H…Judgment under Uncertainty: Heuristics and Biases (1974)Judgment under Uncertainty: H…On the psychology of prediction. (1973)On the psychology of predicti…Marketing Management: Analysis, Planning and Control (1973)Marketing Management: Analysi…Availability: A heuristic for judging frequency and probability (1973)Availability: A heuristic for…Subjective probability: A judgment of representativeness (1972)Subjective probability: A jud…Belief in the law of small numbers. (1971)Belief in the law of small nu…Statistical Theories of Mental Test Scores (1969)Statistical Theories of Menta…The Logic of Collective Action. (1966)The Logic of Collective Actio…The Logic of Collective Action (1965)The Logic of Collective ActionThe Strategy of Conflict (1960)The Strategy of ConflictThe Bargaining Problem (1950)The Bargaining ProblemMicrofoundations of Organizational Goals: A Review and New Directions for Future Research (2018)Microfoundations of Organizat…Effects of monitoring and incentives on supplier performance: An agency theory perspective (2018)Effects of monitoring and inc…The Seeds of Dissolution: Discrepancy and Incoherence in Buyer–Supplier Exchange (2010)The Seeds of Dissolution: Dis…Stay in or get out the Janus? The maintenance of multiplex relationships between buyers and sellers (2007)Stay in or get out the Janus?…Exercised power as a driver of trust and commitment in cross-border industrial buyer–seller relationships (2007)Exercised power as a driver o…Internal multi-channel conflict: An exploratory investigation and conceptual framework (2006)Internal multi-channel confli…Supply chain discontent (2005)Supply chain discontentPerceptual difference of dependence and its impact on conflict in marketing channels in China: An empirical study with two-sided data (2005)Perceptual difference of depe…The Structure of Reseller Goals and Performance in Marketing Channels (2003)The Structure of Reseller Goa…Hybrid channel conflict: causes and effects on channel performance (2002)Hybrid channel conflict: caus…The Strategic Role of the Salesforce in Developing Customer Satisfaction Across the Relationship Lifecycle (2001)The Strategic Role of the Sal…The Phenomenon of Substantive Conflict in the Family Firm: A Cross‐Generational Study (2001)The Phenomenon of Substantive…The Determinants of Commitment in the Distributor–Manufacturer Relationship (2001)The Determinants of Commitmen…Performance in Principal-Agent Dyads: The Causes and Consequences of Perceived Asymmetry of Commitment to the Relationship (1997)Performance in Principal-Agen…The Quality and Effectiveness of Marketing Strategy: Effects of Functional and Dysfunctional Conflict in lntraorganizational Relationships (1996)The Quality and Effectiveness…The effects of environmental dynamism and heterogeneity on salespeople’s role perceptions, performance and job satisfaction (1996)The effects of environmental …Coefficient Alpha and the Internal Structure of Tests (1951)The Theory of Buyer Behavior (1971)The Nature and Scope of Marketing (1976)Measuring Service Quality: A Reexamination and Extension (1992)Trust and TAM in Online Shopping: An Integrated Model1 (2003)\nThe use of partial least squares path modeling in international marketing (2009)The Framing of Decisions and the Psychology of Choice (1981)Prospect theory: An analysis of decision under risk (1988)Advances in prospect theory: Cumulative representation of uncertainty (1992)Conjoint Analysis in Consumer Research: Issues and Outlook (1978)Risk management in a dynamic society: a modelling problem (1997)Best-worst multi-criteria decision-making method (2014)Incentive Compatibility and the Bargaining Problem (1979)THE JOINT‐DECISION TRAP: LESSONS FROM GERMAN FEDERALISM AND EUROPEAN INTEGRATION (1988)Covenants with and without a Sword: Self-Governance Is Possible (1992)Telling more than we can know: Verbal reports on mental processes. (1977)Evaluating the use of exploratory factor analysis in psychological research. (1999)The job demands-resources model of burnout. (2001)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Intraclass correlations: Uses in assessing rater reliability. (1979)What is coefficient alpha? An examination of theory and applications. (1993)Accounting for common method variance in cross-sectional research designs. (2001)Introduction: epistemic communities and international policy coordination (1992)Social Theory of International Politics (1999)Increasing Returns, Path Dependence, and the Study of Politics (2000)Development of NASA-TLX (Task Load Index): Results of Empirical and Theoretical Research (1988)Epistemic Injustice (2007)Why do Some Countries Produce So Much More Output Per Worker than Others? (1999)Varieties of Capitalism (2001)
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References

  • 1974Judgment under Uncertainty: Heuristics and Biases28,742 cited
  • 1975Judgment under Uncertainty: Heuristics and Biases22,647 cited
  • 1979A Paradigm for Developing Better Measures of Marketing Constructs16,553 cited
  • 1965The Logic of Collective Action14,183 cited
  • 1977Handbook of Industrial and Organizational Psychology.11,945 cited
  • 1966The Logic of Collective Action.11,364 cited
  • 1973Availability: A heuristic for judging frequency and probability9,980 cited
  • 1994Decisions with Multiple Objectives: Preferences and Value Tradeoffs.8,369 cited
  • 1950The Bargaining Problem8,031 cited
  • 1969Statistical Theories of Mental Test Scores8,023 cited
  • 1960The Strategy of Conflict7,683 cited
  • 1973On the psychology of prediction.6,201 cited
  • 1972Subjective probability: A judgment of representativeness4,876 cited
  • 2015Games and Decisions3,632 cited
  • 1971Belief in the law of small numbers.3,244 cited
  • 1973Marketing Management: Analysis, Planning and Control2,439 cited

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Cited by

  • 1996The Quality and Effectiveness of Marketing Strategy: Effects of Functional and Dysfunctional Conflict in lntraorganizational Relationships476 cited
  • 2001The Determinants of Commitment in the Distributor–Manufacturer Relationship223 cited
  • 2001The Phenomenon of Substantive Conflict in the Family Firm: A Cross‐Generational Study208 cited
  • 2007Exercised power as a driver of trust and commitment in cross-border industrial buyer–seller relationships199 cited
  • 1997Performance in Principal-Agent Dyads: The Causes and Consequences of Perceived Asymmetry of Commitment to the Relationship142 cited
  • 2002Hybrid channel conflict: causes and effects on channel performance112 cited
  • 2001The Strategic Role of the Salesforce in Developing Customer Satisfaction Across the Relationship Lifecycle112 cited
  • 2006Internal multi-channel conflict: An exploratory investigation and conceptual framework99 cited
  • 2003The Structure of Reseller Goals and Performance in Marketing Channels93 cited
  • 2007Stay in or get out the Janus? The maintenance of multiplex relationships between buyers and sellers78 cited
  • 2018Effects of monitoring and incentives on supplier performance: An agency theory perspective76 cited
  • 2005Perceptual difference of dependence and its impact on conflict in marketing channels in China: An empirical study with two-sided data70 cited
  • 2018Microfoundations of Organizational Goals: A Review and New Directions for Future Research66 cited
  • 2005Supply chain discontent65 cited
  • 2010The Seeds of Dissolution: Discrepancy and Incoherence in Buyer–Supplier Exchange65 cited
  • 1996The effects of environmental dynamism and heterogeneity on salespeople’s role perceptions, performance and job satisfaction61 cited