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/lp/emerald-publishing/conflict-and-satisfaction-in-an-industrial-channel-of-distribution-9To2BCuRGn
- Publisher
- Emerald Publishing
- Copyright
- Copyright © Emerald Group Publishing Limited
- ISSN
- 0960-0035
- DOI
- 10.1108/EUM0000000000390
- Publisher site
- See Article on Publisher Site
Abstract
A conceptual model was developed of distribution channel membersmanifest conflicts and their satisfaction. From this model, hypothesesare generated, aimed at untangling the causal relationship between thesetwo constructs. Both a metaanalysis of previous research and this firstlongitudinal study of distribution channel behaviour in the aircraftindustry in North America of distribution channel behaviour uncovered anegative, contemporaneous relationship between satisfaction andconflict. Empirical study in the channel for an industrial product foundthe effect of channel member satisfaction over time to be mediated bythe extent of manifest conflict. The impact of manifest conflict wasfound to be mediated by the degree of channel member satisfaction. Inother words, channel member satisfaction and manifest conflict withinthe channel were both antecedents and consequences of each other.
Journal
International Journal of Physical Distribution & Logistics Management – Emerald Publishing
Published: Jun 1, 1991