The Theory of Power and Conflict in Channels of Distribution

Gaski, John F.

doi:10.2307/1251326

Cited by 758 publications

(513 citation statements)

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“…Some researchers (e.g. Cook and Emerson, 1978;Gaski, 1984) refer to Dahl's definition of power as: A has power over B to the extent that he can get B to do something that B would not otherwise do (Dahl, 1957, p. 202-203). French and Raven (1968) use influence and control to further define power.…”

Section: Defining Powermentioning

confidence: 99%

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Power in distribution channels — Supplier assortment strategy for balancing power

Rehme

Nordigården

Ellström

et al. 2016

Industrial Marketing Management

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Section: Defining Powermentioning

confidence: 99%

“…This definition of power is also referenced by Hunt and Nevin (1974), Etgar (1976), andGaski (1984). This perspective often connects the aspect of changing behavior with the aspect of value appropriation.…”

Section: Defining Powermentioning

confidence: 99%

Power in distribution channels — Supplier assortment strategy for balancing power

Rehme

Nordigården

Ellström

et al. 2016

Industrial Marketing Management

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“…For a planning and control process that communicates relevant information to support the operations, it is essential to build and maintain relationships. Implementation of shop floor control systems to facilitate distribution function has valueenhancing benefits for manufacturing and supply chain activities (Abdul-Muhmin, 2002;Gaski, 1984). Commitment and trust between the manufacturing unit and the distributor form the foundation of mutual relationships.…”

Section: Literature Reviewmentioning

confidence: 99%

Distributor service quality in Indian SMEs: A bi-directional customer perspective

Gandhi¹,

Sachdeva²,

Gupta³

2018

10.5267/j.uscm

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This study investigates the role played by service quality at manufacturer-distributor junction in small-medium manufacturing units, and presents a model that proposes and validates that contribution towards service quality on behalf of both the distributor and manufacturer leading to satisfaction as well as loyalty. The research design for this study includes a combination of literature review, exploratory interviews and a questionnaire survey conducted through interview schedule from 101 respondents working in different small-medium manufacturing units (SMEs) of North India. The study uses Structural Equation Modeling (SEM) to develop dual directional scales to measure service quality at manufacturer-distributor junction besides testing a set of propositions related to service quality. A model showing linkages of manufacturing organization's service quality with distributor service quality leading to mutual satisfaction and loyalty is developed. The model is empirically tested and is found to be fit. This study would be of interest to SME practitioners interested in improving service quality w.r.t. distributors. This study finds support for strengthening relationships with distributors to achieve a win-win situation. Future researchers may validate this scale, and empirically test the proposed model in similar settings. Insights derived from this study may be transferred to other junctions of a manufacturing supply chain such as suppliers, retailers, employees and end customers.

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“…O conflito é inerente, inevitável e amplamente difundido em sistemas de canal devido à constante interação e interdependência de seus membros na busca de objetivos mútuos STERNTHAL;CRAIG, 1973;GASKI, 1984;SINGH, 2006;KOZA;DANT, 2006;, sendo que, em muitas vezes e em certo grau, é até benéfico ao seu fortalecimento e aperfeiçoamento (COUGHLAN et al, 2002). De tal modo, o conflito tem sido definido como uma situação que ocorre quando um membro do canal tiver a percepção de que as ações de outro refletem um comportamento engajado em evitar ou em impedir a realização de suas próprias metas ou o desempenho efetivo de seus padrões de comportamento (ETGAR, 1979;EL-ANSARY apud GASKI 1984;HUNT, 1995;ROSENBLOOM, 2003).…”

Section: Conflitos Nos Canais De Distribuição E Suas Possíveis Fontesunclassified

A identificação de fontes e temas de conflitos em canais de distribuição e sua gestão: um estudo exploratório ambientado em uma empresa do setor automotivo

Milan

Matos

2011

REAd. Rev. eletrôn. adm. (Porto Alegre)

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RESUMOO presente trabalho aborda a gestão de conflitos em canais de distribuição, considerando as perspectivas do fabricante e de seus intermediários, focando as causas geradoras dos conflitos intracanal. O objetivo do estudo é propor ações capazes de fomentar o gerenciamento dos conflitos existentes na díade fabricante-intermediário, que afetam negativamente a performance do canal. Para isso, os relacionamentos são analisados no contexto específico de uma empresa do setor automotivo. Trata-se de uma pesquisa qualitativa, com caráter exploratório, implementada, basicamente, por meio de entrevistas individuais em profundidade, com a aplicação de um roteiro básico de questões. Os resultados indicam a existência de sete fontes potenciais de conflito e de vinte e três temas conflituosos, considerados relevantes e de impacto negativo no desempenho do canal.Palavras-chave: canais de distribuição, gestão de conflitos, resolução de conflitos, conflitos intracanal, desempenho organizacional.

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The Theory of Power and Conflict in Channels of Distribution

Cited by 758 publications

References 0 publications

Power in distribution channels — Supplier assortment strategy for balancing power

Power in distribution channels — Supplier assortment strategy for balancing power

Distributor service quality in Indian SMEs: A bi-directional customer perspective

A identificação de fontes e temas de conflitos em canais de distribuição e sua gestão: um estudo exploratório ambientado em uma empresa do setor automotivo

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