Modelling distributor firm and manufacturer firm working relationships

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dc.contributor.authorMedlin, C.
dc.contributor.conferenceAustralia and New Zealand Marketing Academy Conference (2005 : Fremantle, W.A.)
dc.contributor.editorPurchase, S.
dc.date.issued2005
dc.description.abstractPast research has characterized business relationships using perceptual and sentiment constructs. This research has relied on an underlying assumption that ‘structure’, in the form of channel role, is more likely to explain firm behaviour in relationships than ‘strategy’ or any other formulation. A re-examination of the literature throws doubt on this assumption. An empirical study is used to explore an alternate hypothesis, with differentiated local models of distributor and manufacturing firms’ working relationships being found using a clusterwise regression technique. The results suggest that inter-firm cooperation is more effective than a self-centred approach to achieving relationship performance. In addition the results suggest that relationship ‘strategy’ is more important than ‘structure’ in modelling working relationships. Finally, directions for further research and management implications are considered.
dc.description.urihttp://pandora.nla.gov.au/pan/25410/20060410-0000/smib.vuw.ac.nz_8081/WWW/ANZMAC2005/index.html
dc.identifier.citationProceedings of the Australia and New Zealand Marketing Academy Conference (ANZMAC), held in Fremantle, Western Australia 2005
dc.identifier.isbn064645546X
dc.identifier.urihttp://hdl.handle.net/2440/29389
dc.language.isoen
dc.publisherANZMAC
dc.publisher.placeCD ROM
dc.rights© ANZMAC
dc.subjectmanagement model
dc.subjectcooperation
dc.subjectdyad
dc.subjectexchange structure
dc.subjectstrategy
dc.titleModelling distributor firm and manufacturer firm working relationships
dc.typeConference paper
pubs.publication-statusPublished

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