Relationship appraisal: A route to improved reseller channel performance

Industrial Marketing Management

Volumn 25, Issue 3, 1996, Pages 173-185

  Hanmer Lloyd, Stuart A ^a  

^a UNIVERSITY OF THE WEST OF ENGLAND   (United Kingdom)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0030144033     PISSN: 00198501     EISSN: None     Source Type: Journal    
DOI: 10.1016/0019-8501(95)00062-3     Document Type: Article

References (53)

1. Bolton, R. N., and Drew, J. H., Impact of Service Changes on Customer Attitudes, Journal of Marketing 55(1), 1-9 (1991).
2. Bryman, A., Research Methods and Organizational Studies. Unwin Hyman, London, 1989.
3. Butaney, G., and Wortzel, L. H., Distributor Power versus Manufacturer Power: The Customer Role, Journal of Marketing 52, 52-63 (January 1988).
4. Cespedes, F. V., Channel Management Is General Management, California Management Review 98-120 (Fall 1988a).
5. Cespedes, F. V., Control versus Resources in Channel Design: Distribution Differences in One Industry, Industrial Marketing Management 17, 215-227 (1986b).
6. Christopher, M., Payne, A., and Ballantyne, D., Relationship Marketing: Bringing Quality Customer Service and Marketing Services Together. Butterworth-Heinemann, Oxford, 1991.
7. Churchill, G. A., and Suprenaut, C., An Investigation into the Determinants of Customer Satisfaction, Journal of Marketing Research 491-504 (Nov. 19, 1982).
8. Corey, E. R., Industrial Marketing: Cases and Concepts, 3rd Ed. Prentice Hall, New Jersey, 1983.
9. Corstjens, M., and Doyle, P., Channel Optimization in Complex Marketing Systems, Management Science 25(10), 1014-1025 (1979).
10. Crosby, L. A., Evans, K. R., and Cowles, D., Relationship Quality in Services Selling, Journal of Marketing 53(3), 68-81 (1990).
11. Dimberline, C., Specialists Discounted, Electrical Times 24-26 (August/September 1990).
12. Etgar, M., Intrachannel Conflict and Use of Power, Journal Marketing Research 1S, 273-274 (May 1978).
13. Etgar, M., Selection of an Effective Channel Control Mix, Journal Marketing 42(3), 53-58 (1978).
14. Etgar, M., Sources and Types of Intrachannel Conflict, Journal of Retailing 55, 61-75 (1979).
15. Fields, G., How Manufacturers Can Build Close Ties with Their Agencies, Agency Sales Magazine 13(10), 4-9 (1983).
16. Frazier, G. L., and Sheth, J. N., An Attitude-Behavior Framework for Distribution Channel Management, Journal of Marketing 49(3), 38-48 (1985).
17. Gaski, J. F., The Theory of Power and Conflict in Channels of Distribution, Journal of Marketing 48, 9-29 (Summer 1984).
18. Giunipero, L., Motivating and Monitoring JIT Supplier Performance Journal of Purchasing and Materials Management, 26(3), 19-24 (1990)
19. Gronroos, C., Strategic Management and Marketing in the Service Sector, Swedish School of Economics and Business Administration, Helsingfors, 1982.
20. Hardy, K. G., and Magrath, A. J., Planning for Better Channel Management, Long Range Planning 21(6), 30-37 (1988a).
21. Hardy, K. G., and Magrath, A. J., Ten Ways for Manufacturers to Improve Distribution Management, Business Horizons 31, 65-69 (November/ December 1988b).
22. Helper, S., How Much Has Really Changed between U.S. Automakers and Their Suppliers? Sloan Management Review 32(4) 15-28 (1991).
23. Hill, S. M., and Blois, K. J., Industrial Distributors and Small Manufacturers, European Journal of Marketing 23(2), 154-162 (1989).
24. Hlavacek, J. D., and McCuistion, T., Industrial Distributors - When, Who, and How? Harvard Business Review 96-101 (March/April 1983).
25. Hunt, S. D., Ray, N. M., and Wood, V. R., Behavioral Dimensions of Channels of Distribution: Review and Synthesis, Journal of Academy Marketing Science 13(3), 1-24 (1985).
26. Jackson, D. M., and d'Amico, M. F., Products and Markets Served by Distributors and Agents, Industrial Marketing Management 18, 27-33 (1989).
27. Levy, M., Customer Service: A Managerial Approach to Controlling Marketing Channel Conflict, International Journal Physical Distribution and Materials Management 11(7), 38-52 (1981).
28. Lewis, B. R., and Mitchell, V. W., Defining and Measuring the Quality of Customer Service, Marketing Intelligence and Planning 8(6), 11-17 (1990).
29. Lilien, G. L., and Kotler, P., Marketing Decision Making: A Model Building Approach. Harper and Row, New York, 1983.
30. Lusch, R. F., Sources of Power: Their Impact on Intrachannel Conflict, Journal of Marketing Research 13, 382-390 (November 1976).
31. Magrath, A. J., and Hardy, K. G., Factory Salesmen's Roles with Industrial Distributors, Industrial Marketing Management 16, 163-168 (1987).
32. Magrath, A. J., and Hardy, K. G., A Strategic Paradigm for Predicting Manufacturer-Reseller Conflict, European Journal Marketing 23(2), 94-108 (1989).
33. Mallen, B., Functional Spin Off: A Key to Anticipating Change in Distribution Structure, Journal of Marketing 37, 18-25 (July 1973).
34. McKenna, Eugene F., Psychology in Business: Theory and Applications. Lawrence Erlbaum, East Sussex, 1987, p. 222.
35. McKinnon, A. C., Physical Distribution Systems. Routledge, London, 1989.
36. McTavish, R., and Maitland, A., Industrial Marketing. Macmillan, London, 1980.
37. Moriarty, R. T., and Kosnik, T. J., High-Tech versus Low-Tech: Where's the Beef? Harvard Business School Working Paper 9-588-012 (1988).
38. Narus, J. A., Reddy, N. M., and Pinchak, G. L., Key Problems Facing Industrial Distributors, Industrial Marketing Management 13, 139-147 (1989).
39. Narus, J. A., and Anderson, J. C., Turn Your Industrial Distributors into Partners, Harvard Business Review (66-71 (March/April 1986a).
40. Nickolaus, N., Marketing New Products with Industrial Distributors, Industrial Marketing Management 19, 287-299 (1990).
41. Powers, T. L., Industrial Distribution Options: Trade-Offs to Consider, Industrial Marketing Management 18, 155-161 (1989).
42. Rangan, V. K., Zoltners, A. A., and Becker, R. J., The Channel Intermediary Selection Decision: A Model and an Application, Management Science 32(9), 1,114-1,122 (1986).
43. Rosenberg, L. J., and Stern, L. W., Towards the Analysis of Conflict in Distribution Channels: A Descriptive Model, Journal Marketing 34, 40-46 (1970).
44. Rosenbloom B., Conflict and Channel Efficiency: Some Conceptual Models for the Decision-Maker, Journal Marketing 37, 25-30 (July 1973).
45. Rosenbloom, B., and Anderson, R., Channel Management and Sales Management: Some Key Interfaces, Journal Management Science 13(3), 97-106 (1985).
46. Shapiro, B. P., Making Money through Marketing, Harvard Business Review 135-142 (July/August 1979).
47. Shipley, D. D., What British Distributors Dislike about Manufacturers, Industrial Marketing Management 16, 153-162 (1987b).
48. Shipley, D. D., Selection and Motivation of Distribution Intermediaries. Industrial Marketing Management 13, 249-256 (1989).
49. Stern, L. W., El-Ansary, A. I., and Brown, J. R., Management in Marketing Channels. Prentice-Hall International, New Jersey 1989.
50. Timmerman, E., An Approach to Vendor Performance Evaluation, Journal of Purchasing and Materials Management 22(4), 2-8 (1986).
51. Webster, F. E., Perceptions of the Industrial Distributor, Industrial Marketing Management 4, 257-264 (1975).
52. Webster, F. E., The Role of the Industrial Distributor in Marketing Strategy, Journal of Marketing 40, 10-16 (July 1976).
53. Wieters, C. D., and Ostrom, L. L., Supplier Evaluation as a New Marketing Tool, Industrial Marketing Management 8(2), 161-166 (1979).