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Title:A model of manufacturer-driven governing mechanisms and distributor performance PDF Logo
Authors:Sachdev, Harash J.
Merz, Russell G.
Issue Date:2012
Citation:[Journal:] jbm - Journal of Business Market Management [Volume:] 5 [Year:] 2012 [Issue:] 1 [Pages:] 21-41
Abstract:Drawing from relational exchange, dependence, and agency theories the authors explain that it is not only the type of governing mechanisms but also the proper sequencing of them that improves a manufacturer-distributor relationship and performance. Dependence affected relationship continuity positively. Monitoring affected the second order relational norm construct, comprising information sharing and flexibility, positively. Relational norm positively affected relationship continuity. Dependence, relationship continuity, monitoring, and relational norm affected distributor performance positively.
Subjects:agency theory
relational norm
monitoring distributor performance
relationship continuity
Persistent Identifier of the first edition:urn:nbn:de:0114-jbm-v5i1.56
Creative Commons License:
Document Type:Article
Appears in Collections:jbm - Journal of Business Market Management

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