search query: @author Frazier, G. / total: 5
reference: 3 / 5
| Author: | Kim, K. Frazier, G. |
| Title: | On distributor commitment in industrial channels of distribution: a multicomponent approach |
| Journal: | Psychology and Marketing
1997 : DEC, VOL. 14:8, p. 847-880 |
| Index terms: | MARKETING PSYCHOLOGY DISTRIBUTION |
| Language: | eng |
| Abstract: | Despite a recent surge of interest in commitment, its conceptual scope and components in channel relationships remain equivocal. The authors suggest continuance, behavior, and affect as three essential components of distributor commitment and hypothesize that each component of commitment has a different set of driving forces. A proposed model was tested with data collected in a national survey of industrial distributors. Estimation results are presented. |
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