scholarly journals OMNI AND MULTI-CHANNEL: RELATIONSHIP WITH UTILITARIAN/HEDONIC BENEFITS, SHOPPING VALUE AND CHANNEL PATRONAGE

2021 ◽  
Vol 11 (2) ◽  
pp. 11-22
Author(s):  
Randheer Kokku
Keyword(s):  
Channel Relationship ◽  
Hedonic Benefits

On the Measurement of Interfirm Power in Channels of Distribution

1983 ◽  
Vol 20 (2) ◽  
pp. 158-166 ◽  
Author(s):  
Gary L. Frazier
Keyword(s):  
Construct Validity ◽  
Marketing Channels ◽  
The Other ◽  
Role Performance ◽  
Channel System ◽  
Empirical Results ◽  
Channels Of Distribution ◽  
Channel Relationship ◽  
Primary Channel

Based in part on previous research reported in the marketing channels literature, an approach for measuring interfirm power is developed which centers on power's hypothesized sources. Within a dyadic channel relationship, the role performance of a firm in its primary channel responsibilities is seen to drive the level of the other firm's dependence in their relationship. This dependence, in turn, determines the former firm's level of power over the latter firm. Empirical results from a study in a franchise channel system are used to evaluate the reliability and construct validity of the proposed measures.

Sensitivity to National Business Culture: Effects on U.S.-Mexican Channel Relationship Performance

1997 ◽  
Vol 5 (4) ◽  
pp. 29-51 ◽  
Author(s):  
Douglas W. LaBahn ◽  
Katrin R. Harich
Keyword(s):  
Field Investigation ◽  
Business Culture ◽  
Channel Relationships ◽  
Channel Relationship ◽  
Communication Conflict ◽  
And Performance ◽  
Culture Effects ◽  
Relationship Performance ◽  
National Business ◽  
Cross National

The need to be sensitive to foreign cultures is often stated axiomatically in the international marketing management literature despite little empirical research on its nature and consequences. To partially fill this void, this field investigation addresses empirically the question of the effects of sensitivity to national business culture on communication, conflict, and performance in cross-national channel relationships. Data collected from 142 U.S. manufacturers, 104 Mexican manufacturers, and 96 Mexican distributors reveal that the sensitivity axiom can be supported empirically. Specifically, partner sensitivity to national business culture is shown to increase communication and decrease conflict, both of which in turn influence relationship performance. Implications for cross-national channel relationships are discussed.

Revenue Sharing in a Two-Stage Supply Chain with Linear Stepwise Unit Inventory Holding Cost

2011 ◽  
pp. 254-274
Author(s):  
Jing Hou ◽  
Amy Z. Zeng ◽  
Lindu Zhao
Keyword(s):  
Supply Chain ◽  
Revenue Sharing ◽  
Sequential Optimization ◽  
Inventory Level ◽  
Two Stage ◽  
Channel Relationship ◽  
Holding Cost ◽  
Inventory Holding Cost ◽  
Inventory Holding ◽  
Optimization Mechanism

In this chapter we focus on examining the coordination mechanisms for a two-stage supply chain comprising one supplier and one retailer. We consider such a channel relationship that the transaction quantity between the two members is sensitive to the supplier’s inventory level and that the supplier’s unit inventory holding cost has a linear stepwise structure. We devise a coordinated revenue-sharing contract with bargaining so that each party’s respective profit is better than that resulted from the simple sequential optimization mechanism. The key contract parameters, namely the supplier’s inventory level and the retailer’s revenue-sharing fraction, are obtained and analyzed. Numerical illustrations of the contracts are given and shed lights on how the supply chain should coordinate in order to gain better performance.

Exploring Active Participation in Virtual Communities and the Role of Community Benefits: An Empirical Study of University Students in India

2019 ◽  
Vol 20 (2) ◽  
pp. 515-528
Author(s):  
Anupama Vohra ◽  
Neha Bhardwaj
Keyword(s):  
Structural Equation ◽  
Virtual Communities ◽  
Virtual Community ◽  
Active Participation ◽  
Equation Modeling ◽  
Convenience Sample ◽  
Bootstrap Analysis ◽  
Community Benefits ◽  
Hedonic Benefits

User-generated content (UGC) forms an indispensable part of virtual community (VC) based on marketing. It not only makes the community information-rich, but is also instrumental in generating more interactions on the community platform, involving more number of members, both actively and passively. With this backdrop, the present study aims to explore active participation (AP) of members in a VC, which leads to the creation of UGC for the community. Social media (SM) use being context dependent, the main objective of this article is to study the role of VC benefits in inducing AP among users in the Indian context. The mediating role of member’s satisfaction with the community in the above relationship is also explored. The proposed model is tested on a convenience sample of 170 SM users using structural equation modeling (SEM). The results indicate that of the three benefit categories, selected, social and hedonic benefits, play an important role in inducing AP among community members. A bootstrap analysis is performed to check for mediation, wherein satisfaction is found to partially mediate the relationship between social benefits and AP, and indirect mediation is established between hedonic benefits and AP. The study offers useful insights to community managers, so as to strategically design their community content creating satisfied users and inducing AP.

Resource Allocation Behavior in Conventional Channels

1987 ◽  
Vol 24 (1) ◽  
pp. 85-97 ◽  
Author(s):  
Erin Anderson ◽  
Leonard M. Lodish ◽  
Barton A. Weitz
Keyword(s):  
Resource Allocation ◽  
Organizational Climate ◽  
Exploratory Study ◽  
Relationship Power ◽  
Resource Allocations ◽  
Channel Relationship ◽  
Financial Portfolio ◽  
Marginal Returns ◽  
The Impact

This exploratory study assesses the impact of variables associated with a financial portfolio model (marginal returns, growth, synergy, and uncertainty) and characteristics of the channel relationship (power, organizational climate, and communications) on the selling time allocated by 71 independent sales agencies to the principals they represent. The results indicate that the time allocated to principals is consistent with a normative microeconomic model; however, aspects of the channel relationship, particularly communications, participation, and feedback, also influence resource allocations.

Modelling channel partners’ opinions to achieve value-based relationship

2019 ◽  
Vol 11 (3) ◽  
pp. 220-243
Author(s):  
Subhajit Bhattacharya
Keyword(s):  
Survey Design ◽  
Distribution Channel ◽  
Research Paper ◽  
Sampling Procedure ◽  
Vital Role ◽  
Content Type ◽  
Marketing Environment ◽  
Functional Value ◽  
Channel Relationship ◽  
Effective Role

PurposeThe present competitive marketing environment demands effective role of distribution channels to create and develop a value-based infrastructure where companies can easily distribute their products into the consumers’ market. Relationship bonding between the channel partners and the company strengthens marketing efficiencies of the distribution function, which is supported by policies of the companies relating to joint business actions and value sharing. Both the tangible functional value and emotional functionalities play a vital role in the continuous success and the growth of distribution channel. The purpose of this paper is to understand the value-based distribution channel relationship for greater channel equity in fast-moving consumer goods (FMCG) sector.Design/methodology/approachThe present study used a survey design to collect data from 156 FMCG channel members selected through stratified random sampling procedure. A five-point Likert-type scale was personally administered to obtain participants’ responses. Data were analysed using the Relative to an Identified Distribution (RIDIT) approach.FindingsThe findings of the current research paper have demonstrated that in the current competitive marketing environment, only the functional values are not enough. This research paper identifies that there is a strong need of emotional touch and linkages which leads to a symbiotic channel–company relationship and commitments in FMCG industry.Originality/valueThe present research is an original and innovative thought process of evaluating factors influencing the value-based distribution channel relationship for greater channel equity pertaining to FMCG industry by using the RIDIT approach.

scholarly journals Channel relationships from the perspectives of manufacturers and their connecting distributors in Indonesia

2016 ◽  
Vol 28 (3) ◽  
pp. 525-546 ◽  
Author(s):  
I Made Sukresna ◽  
John Hamilton ◽  
Singwhat Tee
Keyword(s):  
Structural Equation ◽  
Manufacturing Sector ◽  
Marketing Channel ◽  
Role Performance ◽  
Content Type ◽  
Economic Satisfaction ◽  
Channel Relationship ◽  
Definition Of ◽  
Channel Theory

Purpose – Paired channel relationship constructs are used to conjointly compare the perspectives of Indonesian manufacturers and their connecting distributors when engaging and relating across each shared marketing channel. The purpose of this paper is to hypothesize long-term orientation (LTO) and role-performance as joint drivers that positively influence dependence, satisfaction, and trust constructs for each manufacturer and distributor domain. Design/methodology/approach – A structural equation modelling-comparative model is developed, tested, and validated for the Indonesian manufacturing sector. The sample size is 140 pairs of medium-to-large-sized manufacturers and their connecting distributors. The respondent is individual who is responsible and knowledgeable in dealing with his/her company’s manufacturer or distributor. Findings – Both the manufacturer-distributor LTO and their role-performance jointly drive the outcomes of the shared marketing channel relationship, and both parties’ behaving similarly (except for the influence of their role-performance onto their partner’s satisfaction). Research limitations/implications – This study have not investigated possible two-way interactions between constructs across the channel. Combined, paired, manufacturer and distributor dataset questions can expose the connectivities relationships between the partners. The insignificant influence of role-performance on economic satisfaction within the manufacturer domain requires further research on the possible presence of mediating construct(s) between those constructs, and on the broadening of the definition of satisfaction. Past channel research revealed that trust interacts with satisfaction, yet this study does not find significant interactions between the outcomes constructs. Practical implications – In Indonesia each marketing channel’s manufacturer and distributor management team should jointly enhance both their shared long-term relationship, and their respective role-performance. This long-term view is implementable through long-term marketing channel contracts. Originality/value – This study contributes to marketing channel theory with the LTO and the role-performance of a channel partner jointly driving the other partner’s economic satisfaction, trust, and their dependence specifically within the Indonesian context. The benchmarking of a marketing channel’s performance within a trusting and satisfying channel relationship sets the framework for the development of future optimization studies (of at least the five connectivities constructs used herein).

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