haku: @author Cox, A. / yhteensä: 12
viite: 10 / 12
| Tekijä: | Cox, A. Walker, O. |
| Otsikko: | Reactions to disappointing performance in manufacture-distributor relationships: the role of escalation and resource commitments |
| Lehti: | Psychology and Marketing
1997 : DEC, VOL. 14:8, p. 791-822 |
| Asiasana: | MARKETING PSYCHOLOGY NATURAL RESOURCES |
| Kieli: | eng |
| Tiivistelmä: | A model is presented of an exchange episode between a manufacturer and a distributor that generates disappointing performance outcomes. The authors suggest that manufacturers commit different types of resources in the initial stages of relationships with distributors, which affect both the distributor's ability and willingness to achieve performance goals. These initial resource commitments affect the commitment of further resources, after the receipt of negative outcomes, both directly and indirectly. |
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