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On distributor commitment in marketing channels for industrial products: contrast between the United States and Japan
Previous studies have highlighted task environmental factors as the sole drivers of a distributor's commitment to its supplier and have found positive consequences of distributor commitment. This study proposes institutional factors as another motive for distributor commitment in channel relationships. Specifically, it is suggested that long-term orientation is an essential institutional environment to consider for a comparative study of distributor commitment. It is hypothesized that distributor commitment is driven by both task environmental factors and institutional factors. National surveys of industrial distributors were conducted in the US and Japan to test the hypotheses. The hypothesis test results indicate that task environmental factors are related significantly to distributor commitment regardless of the channel contexts and that the effect of an institutional factor varies across the channel contexts.Printed Journal
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| PSB lt.dasar - Pascasarjana | 1 |
| Penerbit | : American Marketing Association |
|---|---|
| Edisi | - |
| Subjek | Statistical analysis Distribution channels Suppliers studies Vendor supplier relations Distributors |
| ISBN/ISSN | 1069031X |
| Klasifikasi | - |
| Deskripsi Fisik | - |
| Info Detail Spesifik | - |
| Other Version/Related | Tidak tersedia versi lain |
| Lampiran Berkas | Tidak Ada Data |