Article ID Journal Published Year Pages File Type
9719020 International Journal of Research in Marketing 2005 18 Pages PDF
Abstract
This paper addresses the question of how distributors' channel function performance affects their relationships with organizational customers and how the impact of these actions on relationship quality is influenced by the interdependence structure of the relationship. We test our hypotheses using survey data collected from informants in the Netherlands and Belgium. Our primary finding is that the level of channel function performance by a distributor is a significant driver of customer perceptions of relationship quality. This relationship is moderated by the interdependence structure of the customer-distributor dyad, both in terms of total interdependence as well as relative customer dependence.
Related Topics
Social Sciences and Humanities Business, Management and Accounting Marketing
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