Please use this identifier to cite or link to this item: http://hdl.handle.net/10397/13417
Title: Perceptual difference of dependence and its impact on conflict in marketing channels in China : an empirical study with two-sided data
Authors: Zhou, N
Zhuang, G
Yip, LSC
Keywords: China
Conflict
Dependence
Marketing channel
Perceptual difference
Issue Date: 2007
Publisher: Elsevier
Source: Industrial marketing management, 2007, v. 36, no. 3, p. 309-321 How to cite?
Journal: Industrial marketing management 
Abstract: Although many firms have adopted the relational exchange or relationship marketing philosophy for developing long-term inter-firm relationships in marketing channels, the issues pertaining to channel conflict still deserve further investigation. The purpose of this paper is to examine the possible impact of perceptual difference of dependence between members in channel dyads on perceived channel conflict. By analyzing paired data collected from both sides of supplier-retailer dyads in China, we test two hypotheses about perceptual difference of dependence and its impact on conflict. We found that there was considerable perceptual difference of dependence between both sides of the dyads, and that the perceptual difference of dependence asymmetry between the two was positively associated with channel conflict perceived by the supplier side. Both researchers and practitioners should be aware of such differences when confronted with channel conflict issues, especially in international channel settings.
URI: http://hdl.handle.net/10397/13417
ISSN: 0019-8501
EISSN: 1873-2062
DOI: 10.1016/j.indmarman.2005.10.001
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