Modelling distributor performance index using system dynamics approach

Asia Pacific Journal of Marketing and Logistics

Volumn 16, Issue 3, 2004, Pages 37-67

  Sharma, Dinesh ^a   Sahay, B S ^a   Sachan, Amit ^a  

^a MANAGEMENT DEVELOPMENT INSTITUTE   (India)

Author keywords

Distributor performance; India; Performance index; System dynamics

Indexed keywords

EID: 18844369126     PISSN: 13555855     EISSN: 17584248     Source Type: Journal    
DOI: 10.1108/13555850410765221     Document Type: Article

References (67)

1. Anderson, Erin, Lodish, Leonard M., Weitz, Barton A. (1987), “Resource Allocation Behavior in Conventional Channels”, Journal of Marketing Research, Vol. 24, No. 1, pp. 85-97.
2. Anderson, Eugene W., Fornell, Claes, (1994), “A Customer Satisfaction Research Prospectus in Service Quality: New Directions in Theory and Practice, Roland T. Rust and Richard L. Oliver, Ed., Thousand Oaks, CA: Sage Publications, 241-268.
3. Anderson, J.C., Narus, J.A., (1990), “A Model of Distributor Firm and Manufacturer Firm Working Partnerships”, Journal of Marketing, Vol. 54, No. 1, pp. 42-58.
4. Arbnor and Bjerke (1997), Methodology for Creating Business Knowledge, Sage Publication.
5. Baker, Michael, Al-haddad, Awad (1985), “The Contribution of Marketing to Economic Growth in Developing Countries”, Paper presentedatthe Tenth Annual Macro marketing Conference, Arlington, VA, August 15-18.
6. Bhuian, S. (1992), “Market orientation and successful not-for-profit marketing: Direct Relationships and the influence of professionalism, entrepreneur-ship, competition and Demand, PhD Dissertation, Texas Tech University, TX.
7. Boles, J.S., Donthu, N. and Lohtia, R.(1995), “Salesperson Evaluation using Relative Performance Efficiency: the applicationofdata envelopment analysis”, Journal of Personal Selling & Sales Management, Vol. 15, No. 3, pp. 31-49.
8. Cameron, K.S. and Whetten, D.A. (1983), “Organizational Effectiveness: one model or Several” in Cameron, K.S. and Whetten, D.A. (Ed.),Organizational Effectiveness: A Comparison of Multiple Models, Academic Press, Inc., New York, NY.
9. Churchill, G.A. Jr, Ford, N.M. and Walker, O.C.Jr(1990), Sales Force Management, 3rd ed., Irwin, Homewood, IL.
10. Cocanaugher, A.B. and Ivancevich, J.M. (1978), “BARS Performance Rating for Sales Force Personnel”, Journal of Marketing, Vol. 42, No. 3, pp. 87-95.
11. Coyle, R.G. (1979),Management System Dynamics, Wiley, New York, NY.
12. Duhan, D.F. (1975) “A Taxonomy of Marketing Productivity Measures”, in Lusch, R.F. et al. Ed, Proceedings of American Marketing Association, pp. 229-232.
13. Dutta, S. (1997), Family Business in India, Response Books, Sage Publications, New Delhi.
14. El-Ansary, A.I. and Stern, L.W. (1972), “Power measurementinthedistribution channel”, Journal of Marketing Research, Vol. 9, No. 1, pp. 47-52.
15. Eichel, E. and Bender, H.E. (1984),Performance Appraisal:AStudy of Current Techniques. American Management Association, New York, NY.
16. Foresstor, Jay F.(1971),Industrial Dynamics, MIT press, Cambridge, MA.
17. Fornell, Claes (1992), “A National Customer Satisfaction Barometer: The Swedish Experience”, Journal of Marketing, Vol. 56, No.1, pp. 6-21.
18. Frazier, G.L. (1983) “On The Measurement of Interfirm Power in Channels of Distribution”, Journal of Marketing Research, Vol. 20, No. 2, pp. 158-166.
19. Frazier, G.L., Gill, J.D., Kale, S.H. (1989), “Distributor Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country”, Journal of Marketing, Vol. 53, No. 2, pp. 50-69.
20. Gaski, J.F., Nevin, J.R. (1985), “The Differential Effects of Exercised and Unexercised Power Sources in Marketing Channels”, Journal of Marketing Research, Vol. 22, No. 2, pp. 130-142.
21. Gaski, J.F. (1984), “The Theory of Power and Conflict in Channels of Distribution”, Journal of Marketing, Vol. 48, No. 3, pp. 9-29.
22. Gassenheimer, Jule B., Sterling, Jay U., Robicheaux, Robert A. (1996), “Long-term Channel Member Relationships”, International Journal of Physical Distribution&Logistics Management, Vol.26, No.5,pp. 94-116.
23. Goodman, M.R. (1983), Study Notes in System Dynamics. MIT Press. Cambridge, MA
24. Heide, J.B., John, G. (1988), “The Role of Dependence Balancing in Safeguarding Transaction Specific Assets in Conventional Channels”, Journal of Marketing, Vol. 52, No.1, pp. 20-35.
25. Hibbard, Jonathan D., Kumar N., Stern, L.W. (2001), “ Examining the Impact of Destructive Acts in Marketing Channel Relationships”, Journal of Marketing Research, Vol. 38, No.1, pp. 45-61.
26. Hunt, S.D., Nevin, J.R. (1974), “Power in a Channel of Distribution: Sources and Consequences”, Journal of Marketing Research, Vol. 11, No. 2, pp. 186-193.
27. Iyer, Gopalkrishnan R (1999), “The Impact of Religion and Reputation in the Organization of Indian Merchant Communities”, The Journal of Business & Industrial Marketing, Vol. 14, Iss. 2, pp 102-117.
28. Johnson Jean L. (1999), “Strategic Integration in Industrial Distribution Channels: Managing the Interfirm Relationship as a Strategic Asset”, Academy of Marketing Science. Journal, Greenvale, Vol. 27, Iss. 1, pp. 4-18.
29. Kale, Sudhir (1986), “Dealer Perceptions of Manufacturer Power and Influence Strategies in a Developing Country”, Journal of Marketing Research, Vol. 23, No. 4, pp. 387-393.
30. Khanna, V.K.; Vat, Prem; Shankar, Ravi; Sahay, B.S.; Gautam, Ashwini (2003), “TQM modeling of the automobile manufacturing sector: a system dynamics approach” Work Study; Volume 52 No. 2; pp 94-101.
31. Kim, Keysuk, Frazier, Gary, L.(1996), “A Typology of Distribution channel Systems; A Contextual Approach”, International Marketing Review, Vol. 13, No. 1, pp. 19-32.
32. Kumar, N., Scheer, Lisa K., Steenkamp, Jan-Benedict E M (1995) “The Effects of Supplier Fairness on Vulnerable Resellers”, Journal of Marketing Research, Vol. 32, Iss. 1, pp. 54-65.
33. Kumar, N., Stern, L.W. and Achrol, R.S. (1992), “Assessing Reseller Performance from the Perspective of the Supplier”, Journal of Marketing Research, Vol. 39, No. 2, pp. 238-253.
34. Kishore, V. Kumar (2001,) “Labyrinths: Peculiarities of Industrial Marketing In India”, Management Review. (IIMB), Vol 13, No. 3.
35. Lusch, R.E. (1977), “Franchisee satisfaction: Causes and Consequences”, International Journal of Physical Distribution, Vol. 7, No.1, pp. 128-140.
36. Lusch, R.F., Brown, J.R. (1982), “A Modified Model of Power in the Mar-ketingChannel”,Journal of Marketing Research, Vol.19, No.3, pp. 312-323.
37. Magrath, Allan J., Hardy, Kenneth G. (1987), “Selecting Sales and Distribution Channels”, Industrial Marketing Management, Vol. 16., No. 4, pp. 273-278.
38. Mehta Rajiv, Alan J Dubinsky, Rolph E Anderson. (2003), “Leadership Style, Motivation and Performancein International Marketing Channels: An empirical investigationof the USA, Finland and Poland”, European Journal of Marketing, Vol. 37, Issue. 1\2, p. 5.
39. Morris, Michael H.,.Pitt Leyland F., Honeycutt, Earl D. (Jr).(2001), Business to Business Marketing A Strategic Approach, 3rd ed, Sage Publication.
40. Morgan, R.M. and Hunt, S.D. (1994), “The Commitment-Trust Theory of Relationship Marketing”, Journal of Marketing, Vol. 58, July, pp. 20-38.
41. Naver, John C., Rober L. Jacobson, Stanley F. Slater (1999), “Market Orientation and Business Performance:An analysisofPanel Data. inDeveloping a Market Orientation, Rohit Deshpande,(Ed) Thousand Oaks, CA: Sage Publications, pp. 195-216.
42. Noordewier, T.G., John, G. and Nevin, J.R. (1990), “Performance Outcomes of Purchasing Arrangements in Industrial Buyer-Vendor Relationships”, Journal of Marketing, Vol. 54, No. 4, pp. 80-93.
43. Panigrahi, Bhagaban, Ede, Fred O., Calcich, Stephen (2002), “American Executives' Perception of the Business Climate of the Two Big Emerging Markets of India and China”, Asia Pacific Journal of Marketing and Logistics, Vol. 14, Iss. 1, pp 40-58.
44. Paswan, Audhesh K.,(2003), “Channel Support Activities and Perceived Goal Orientation: An Exploration in the Indian Market,” Volume 15 No. 4, pp 29-41.
45. Pelham, Alfred M. (2000), “Market Orientation and other Potential Influences on Performance in Small and Medium Sized Manufacturing firms”, Journal of Small Business Management. Vol. 38, No.1, pp. 48-67.
46. Pelton, L.E., Strutton D., Lumpkin, J.R. (2002),Marketing Channels -A relationship management Approach, 2nd ed McGraw Hill Irwin International edition.
47. Roberts, E.B. (1978), Managerial Applications of System Dynamics, MIT Press, Cambridge, MA.
48. Richardson, George, Alexander Pugh (1981), Introduction to System Dynamics Modeling. Pegasus Communications, Waltham, MA.
49. Richardson George (1986), “Problems with Causal-Loop Diagrams”, System Dynamics Review, Vol. 2, No. 2, pp. 158-170.
50. Rosenberg, L.J. and Stern, L.(1970), “Toward the Analysis of Conflict in Distribution Channels: A Descriptive Model”, Journal of Marketing, Vol. 34, No.4, pp. 40-46.
51. Rosenbloom, B. (1983), Marketing Channels: A Management View. 2nd Ed. Holt, Rinehart & Winston Inc.
52. Rosenbloom, B.(1999),Marketing Channels:AManagement View,6th ed., The Dryden Press, Hinsdale, IL
53. Ross, W.T. (1985), “Managing marketing channel relationships”, working paper, Marketing Science Institute.
54. Siguaw, Judy A., Penny M Simpson, Thomas L Baker.(1998), “Effects of Supplier Market Orientation on Distributor Market Orientation and the Channel Relationship: The Distributor Perspective”, Journal of Marketing, Vol. 62, No. 3, pp. 99-111.
55. Skinner, S.J., Guiltinan, J.P.,(1985), “Perceptions of Channel Control”, Journal of Retailing, Vol.61, No.4, pp. 65-88.
56. Slater, S.F., Narver, J.C. (1994), “Does Competitive Environment Moderate the Market Orientation-Performance Relationship.”, Journal of Marketing, Vol. 58, No. 1, pp. 46-55.
57. Stern, El Ansary,(1996), Marketing Channels. 6th ed. Upper Saddle River, NJ: Prentice Hall.
58. Sternman J (2000), Business Dynamics: Systems Thinking and Dynamics For The Complex World. NewYork, Mc GrawHill.
59. Wang, Yen Po; Hong Liu (1999), “Patterns of Channel Relationship Management in China”, Journal of Euro – Marketing, New York, Vol. 8, No. 3, p. 77.
60. Weber, J.A. (1998c), “Benchmarking Distribution Performance in Business Markets: an Empirical Study”, in Enhancing Knowledge Development in Marketing, in Goodstein, R.C.and MacKenzie, S.B. (Ed.), Proceedings of 1998 AMA Summer Educators' Conference, Vol. 9.
61. Weber, J.A. and Dholakia, U. (1998), “Planning market share growth in mature industrial Markets”, Industrial Marketing Management, Vol. 27. September, pp. 401-428.
62. Weber, J.A. (2000) “Partnering with distributors to stimulate sales: a case study”, Journal of Business & Industrial Marketing, Vol. 15, No. 2/3, pp. 154-162.
63. Webster, F.E. Jr. (1972), “The Role of the Industrial Distributor in Marketing Strategy”, Journal of Marketing, Vol. 40, No. 3. pp. 10-16.
64. Webster, F.E. (1992), “The Changing Role of Marketing in the Corporation”, Journal of Marketing. Vol. 56, October, pp. 1-17.
65. Westfall, Ralph (1960), “MarketinginIndia”,Journal of Marketing, Vol. 25, No.2, pp. 11-17.
66. Wilkinson, Ian (2001), “History of Networks and Channel Thinking in Marketing in the 20th Century”, Australasian Marketing Journal, Vol.9, No. 2, pp. 23-52.
67. Wright, R.D. (1971), “Industrial dynamics implementation: growth strategies for a trucking firm”, Sloan Management Review, Vol. 13 No. 1, pp. 71-86.