Measures of Manifest Conflict in Distribution Channels

Abstract

Manifest channel conflict is operationalized in terms of the frequency and intensity of disagreements between channel members and the importance of the issues about which they disagree. Six different multiple-item unidimensional measures including from one to all three of these components are evaluated with respect to reliability and validity with a sample of automobile dealers. The measure combining frequency, intensity, and importance multiplicatively is judged superior to the others.

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

“…In particular the measure of the items in the constructs of the two types of power (coercive and non-coercive) follows the approach of the work of Skinner et al (1992), one on cooperation is inspired by the work of Childers et al (1982) and the one on conflict follows Brown and Day (1981).…”

“…By themselves, they lead to an interdependence of the interactions. In the initial model it is the intermediate latent variables, which mediate the level of satisfaction (Stern and Reve 1980;Brown and Day 1981;Lusch and Brown 1982). The concepts of conflict and satisfaction in the distribution channels have been the focus of numerous researchers (Etgar 1979;Lusch 1976;Brown and Day 1981;Brown, Lusch and Muehling 1983;Dwyer 1980).…”

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

“…These concepts are distinct but not necessarily opposed; both of them lead to the interdependence of exchanges. They are moderating latent variables to satisfaction (Stern and Reve 1983;Brown and Day 1981;Lusch and Brown 1982;Dant and Gijndlach 1998;Gassenheimer et al 1996).…”

Conflict and control in MNC new product introduction

“…Conflict in HQ-subsidiary relationships Conflict means different things to different people, and there is no consensus on the exact nature of this phenomenon (Pondy, 1967;Thomas, 1976;Brown and Day, 1981). For some, conjkt refers to any degree of disagreement between individuals and is part of all normal human behavior, while for others, the term is reserved to describe disagreements with severely negative consequences (see Schein, 1992).…”

“…Conflict can be divided into a latent dimension and a manifest dimension and is often seen as a dynamic process progressing from the latent to the manifest state by means of perceived and felt conflict (see, for example, Brown and Day, 1981;Gaski, 1984;Pondy, 1967). In this article we focus on underlying latent conflicts in MNCs.…”