Manufacturer – Distributor Relationships: A Sellers′ versus Buyers′ Market Perspective

Abstract

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The Moderator Effect of Communication in Marketing Channels of Distribution; The Case of Car’s Industry in Canada

“…When the objectives of channel partners are divergent, it leads to conflicts between the two (Robicheaux and El-Ansary 1975;Frazier and Kale 1990), within the franchise system of relationship it is imperative that the objectives be aligned for the relationship to survive (Spinelly and Burley 1996). The interdependence requires a coordination of tasks between the partners with the purpose of deriving conjoint profits.…”

Modeling Distribution Channel Dynamics of North American Cars in the Spanish Automobile Industry

“…1982); this effort is called cooperation. In the case of divergent objectives between members, an open conflict will result El-Ansary 1975 andKale 1990).…”

Building theory on the negotiation capability of the firm: evidence from Ryanair

“…When a platform like London Heathrow, used by major airlines, is saturated, landing rights are traded at high costs, which makes it a sellers' market. Conversely, Treviso (in Italy) or Vatry (in France) may be dying for a scheduled service by a major airline -a buyers' market in this case (Frazier and Kale, 1989;Taylor, 1995 (Ryanair, 2016) Taking this into account, Ryanair has proven able not only to secure very low landing fees from regional airports, but also to collect 'marketing fees' from them. In other words, the airports operators pay Ryanair to serve their platforms, compensating, at least in part, the landing fees that the airline pays.…”