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| Author: | Bruggen, G.H. van Kacker, M. Nieuwlaat, C. |
| Title: | The impact of channel function performance on buyer–seller relationships in marketing channels |
| Journal: | International Journal of Research in Marketing
2005 : JUN, VOL 22:2, p. 141-158 |
| Index terms: | Relationship marketing Marketing channels Management |
| Freeterms: | Buyer-seller relationships |
| Language: | eng |
| Abstract: | This study deals with the question of how distributors' channel function performance affects their relationships (here as: r-ship./r-ships.) with organizational customers and how the impact of these actions on r-ship quality is influenced by the interdependence structure of the r-ship. Survey data collected from informants in the Netherlands and Belgium are used to test the hypotheses. The primary finding is that the level of channel function performance by a distributor is a significant driver of customer perceptions of r-ship quality. This r-ship is moderated by the interdependence structure of the customer–distributor dyad. |
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