THE NATURE AND VALUE OF DYADIC CHANNEL RELATIONSHIPS: EFFECTS ON MEMBER SATISFACTION.

Persistent Link:
http://hdl.handle.net/10150/184029
Title:
THE NATURE AND VALUE OF DYADIC CHANNEL RELATIONSHIPS: EFFECTS ON MEMBER SATISFACTION.
Author:
MERRITT, NANCY JANE.
Issue Date:
1987
Publisher:
The University of Arizona.
Rights:
Copyright © is held by the author. Digital access to this material is made possible by the University Libraries, University of Arizona. Further transmission, reproduction or presentation (such as public display or performance) of protected items is prohibited except with permission of the author.
Abstract:
The focus of the research is the management of dyadic channel relationships and, specifically, the formation of channel member satisfaction. Based upon the conceptualization of channels as social and political systems, member satisfaction is proposed as a function of the nature of the channel relationship, as represented by perceived power use, conflict, cooperation, and the definition of channel roles. Further, satisfaction is proposed as a function of the value of the channel relationship to members, as indicated by member performance relative to desired achievement levels. The research setting consists of the dyadic relationship between retailers and the dominant wholesaler in a contractual channel system, focusing on the retailer's satisfaction with the channel relationship. Self-administered questionnaires to 405 dyadic pairs of retail store owners and sales representatives of the wholesaling firm were used to obtain multiple measures of the research constructs. Particular analysis attention was given to the reliability and validity of measures and to the hypothesized relationships among constructs. The results of the research provide support for positive relationships between member satisfaction and role expectations, relative member size, and member performance and a negative relationship between member satisfaction and role stress. High correlations among measures of satisfaction, conflict, cooperation, and noneconomic power sources suggest that the measures are highly related and may not be discriminant, implying that they represent a more general construct, the attitudinal orientation of channel members.
Type:
text; Dissertation-Reproduction (electronic)
Keywords:
Marketing channels.; Marketing.
Degree Name:
Ph.D.
Degree Level:
doctoral
Degree Program:
Business Administration; Graduate College
Degree Grantor:
University of Arizona
Advisor:
Wallendorf, Melanie

Full metadata record

DC FieldValue Language
dc.language.isoenen_US
dc.titleTHE NATURE AND VALUE OF DYADIC CHANNEL RELATIONSHIPS: EFFECTS ON MEMBER SATISFACTION.en_US
dc.creatorMERRITT, NANCY JANE.en_US
dc.contributor.authorMERRITT, NANCY JANE.en_US
dc.date.issued1987en_US
dc.publisherThe University of Arizona.en_US
dc.rightsCopyright © is held by the author. Digital access to this material is made possible by the University Libraries, University of Arizona. Further transmission, reproduction or presentation (such as public display or performance) of protected items is prohibited except with permission of the author.en_US
dc.description.abstractThe focus of the research is the management of dyadic channel relationships and, specifically, the formation of channel member satisfaction. Based upon the conceptualization of channels as social and political systems, member satisfaction is proposed as a function of the nature of the channel relationship, as represented by perceived power use, conflict, cooperation, and the definition of channel roles. Further, satisfaction is proposed as a function of the value of the channel relationship to members, as indicated by member performance relative to desired achievement levels. The research setting consists of the dyadic relationship between retailers and the dominant wholesaler in a contractual channel system, focusing on the retailer's satisfaction with the channel relationship. Self-administered questionnaires to 405 dyadic pairs of retail store owners and sales representatives of the wholesaling firm were used to obtain multiple measures of the research constructs. Particular analysis attention was given to the reliability and validity of measures and to the hypothesized relationships among constructs. The results of the research provide support for positive relationships between member satisfaction and role expectations, relative member size, and member performance and a negative relationship between member satisfaction and role stress. High correlations among measures of satisfaction, conflict, cooperation, and noneconomic power sources suggest that the measures are highly related and may not be discriminant, implying that they represent a more general construct, the attitudinal orientation of channel members.en_US
dc.typetexten_US
dc.typeDissertation-Reproduction (electronic)en_US
dc.subjectMarketing channels.en_US
dc.subjectMarketing.en_US
thesis.degree.namePh.D.en_US
thesis.degree.leveldoctoralen_US
thesis.degree.disciplineBusiness Administrationen_US
thesis.degree.disciplineGraduate Collegeen_US
thesis.degree.grantorUniversity of Arizonaen_US
dc.contributor.advisorWallendorf, Melanieen_US
dc.contributor.committeememberBlack, Williamen_US
dc.contributor.committeememberWestbrook, Roberten_US
dc.contributor.committeememberNeale, Margareten_US
dc.identifier.proquest8711639en_US
dc.identifier.oclc698371660en_US
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