کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
1019208 940405 2007 10 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Relational behaviors in marketing channel relationships: Transaction cost implications
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری کسب و کار و مدیریت بین المللی
پیش نمایش صفحه اول مقاله
Relational behaviors in marketing channel relationships: Transaction cost implications
چکیده انگلیسی

Despite recent progress in research on marketing channel relationships, one important question remains unaddressed: Do distributor relational behaviors lower transaction cost for distributors? If so, how do relational behaviors affect transaction cost? This study examines the process through which relational behaviors affect transaction cost. Combining the relational perspective with the transaction cost analysis of exchange, the author develops hypotheses on the links between relational behaviors and transaction cost from a distributor's point of view: a distributor's relational behaviors have different direct and indirect effects on its transaction cost. The proposed hypotheses are tested on distributor–supplier relationships with data collected through a national survey of industrial distributors. The hypotheses on the dual, differential effects of relational behaviors on distributor transaction cost received partial empirical support.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Business Research - Volume 60, Issue 11, November 2007, Pages 1125–1134
نویسندگان
,