Similarities between conflict and cooperation in the marketing channel

Ross, Robert H.; Lusch, Robert F.

doi:10.1016/0148-2963(82)90030-3

Cited by 25 publications

(16 citation statements)

References 11 publications

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“…On the other hand, the Greek customer's role was reported to be mainly concerned with the achievement of substantial sales levels, participation in certain promotional programmes, provision of some market information based largely on experience and/or speculation rather than on a systematic approach, as well as with aligning its activities with the manufacturer's sales policy in general. Since it has widely been thought that lack of role clarity can often be a cause of conflict (Stern and Heskett 1969;Cadotte and Stern 1971;Lusch 1976a;Ross and Lusch 1982;Walters and Bergiel 1982;Frazier 1983;Stern et al 1989), the existence of well-defined tasks in both types of relationships was thought to have facilitated the lack of intense conflictual processes, especially major disagreements, between the partners involved.…”

Section: Research Findings and Discussionmentioning

confidence: 98%

“…Such factors may cause unnecessary and expensive delays (Tookey 1971;Rosson 1984), create deviance in the roles that each party has to play and, ultimately, facilitate the existence of major disagreements between the participants (Stern and Heskett 1969;Firat et al 1975;Lusch 1976a;Robicheaux and El-Ansary 1978;Ross and Lusch 1982;Walters and Bergiel 1982;Frazier 1983;Stern and El-Ansary 1988;Stern et al 1989).…”

Section: Research Hypothesismentioning

confidence: 97%

“…By examining the literature on channel conflict, some important conclusions can be reached with regard to the nature of the empirical work done in this area. First, it appears that most research studies have focused on the analysis of problems and issues associated with distributive channel conflict in the domestic market (Rosenberg and Stern 1971;Pearson 1973;Stern et al 1973;Rosenberg 1974;Hunger and Stern 1976;Lusch 1976a, b;Pearson and Monoky 1976;Kelly and Peters 1977;Brown and Frazier 1978;Brown 1979;Etgar 1979;Brown and Day 1981;Schul et al 1981;Wilkinson 1981;Ross and Lusch 1982;Schul et al 1983;Eliashberg and Michie 1984;Dilts 1985, Arndt andOgaard 1986). Secondly, the overwhelming majority of these studies have explored the issue of conflict in B-S relationships within market contexts pertaining to highly developed countries.…”

Section: Introductionmentioning

confidence: 97%

See 2 more Smart Citations

The process of conflict in buyer‐seller relationships at domestic and international levels: A comparative analysis

Katsikeas

1992

Journal of Marketing Management

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Despite the fact that conflict is an essential behavioural dimension underlying the buyer-seller relationship, no empirical work has as yet been conducted on the comparison of conflictual processes between different types of marketing channels. This paper attempts to compare exporter-importer and exporter-domestic customer business partnerships, regarding the dimension of conflict throughout its various stages of growth and development. The study was carried out on a sample of 53 indigenous Greek manufacturing firms. Contrary to prior expectations, it was found that the exporter-importer (E-I) kind of relationship was not characterized by higher levels of conflictual processes than those in the domestic type of business association. Surprisingly, the study results also showed that in a substantial number of conflict areas, the domestic relationship category was governed by significantly higher levels of conflictual processes compared with those in the E-I kind of business partnership. The managerial implications of the research findings are discussed and avenues for future research directions are outlined.

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Section: Research Findings and Discussionmentioning

confidence: 98%

Section: Research Hypothesismentioning

confidence: 97%

Section: Introductionmentioning

confidence: 97%

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The process of conflict in buyer‐seller relationships at domestic and international levels: A comparative analysis

Katsikeas

1992

Journal of Marketing Management

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“…Four of the studies (Ford et al 1975;Parasuraman et al 1988;Ross and Lusch 1982;Teas et al 1979) attempted to assess the reliability of difference score variables by computing coefficient alphas on the differences themselves. Two additional studies (Brown and Swartz 1989;Oliver and Swan 1989) considered reliability but only for one or both of the component variables forming the difference score and not for the difference score variable itself.…”

Section: Journal Of Consumer Researchmentioning

confidence: 99%

Caution in the Use of Difference Scores in Consumer Research

Peter¹,

Churchill²,

Brown³

1993

J CONSUM RES

472

296

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This article illustrates the common use of difference scores in consumer research and discusses a number of potential problems with using them. Difference scores often have problems in the areas of reliability, discriminant validity, spurious correlations, and variance restriction. The article concludes that difference scores should generally not be used in consumer research and offers alternatives that overcome their limitations. D ifference scores are often used as measures of constructs in consumer research. A difference score involves the subtraction of one measure from another to create a measure of a distinct construct, for example, subtracting expectations from perceptions to create a measure of perceived service quality. I As shown in Table 1, difference scores have been used in at least five areas of consumer and marketing research, including satisfaction, service quality, price perceptions, decision making, and organizational buying and selling. 2 A number of potential problems with the use of difference scores can cause them to perform poorly as measures of constructs. These problems are well-known in the psychometric literature (e.g., Cronbach and Furby 1970;Lord 1958;Mosier 1951;Wall and Payne 1973). However, consumer researchers generally seem to be unaware of them, given the frequency with which difference scores are used and new difference score measures are proposed. The purpose of this article is to illustrate and explain these problems so that consumer researchers may consider them when developing new measures. In addition, we discuss two alternative approaches that eliminate the need to use difference scores in many situations.This article is divided into two sections. First, it briefly reviews the problems that can arise when using difference scores. These problems are illustrated with the examples shown in Table 1 from the consumer behavior and marketing literature. In the second section, the article proposes alternative approaches that overcome

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“…Bradford et al 2003;. More specifically, conflict is viewed as a dynamic process with different stages (Pondy, 1967); conflict could be functional or dysfunctional (Rosenberg & Stern, 1970;Rosenbloom, 1973); and conflict and cooperation are considered separate constructs (Ross & Lusch, 1982;Samaha et al 2011). The firm's effort is directed not so much to conflict "reduction" as to conflict "management", with a focus on conflict resolution techniques to maximize business performance (Chang & Gotcher, 2010;).…”

Section: Introductionmentioning

confidence: 99%