Assessing reseller performance from the perspective of the supplier

• Main Authors: KUMAR, Nirmalya, STERN, Louis W., ACHROL, Ravi S.
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 1992
• Subjects: organizational analysis; marketing channel; measurement error; model; power; scale; Marketing
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/5178; https://ink.library.smu.edu.sg/context/lkcsb_research/article/6177/viewcontent/AssessingResellerPerformanceSupplier_1992_pv.pdf
• Institution: Singapore Management University

The objective of the authors' study was to develop a reliable and valid scale to assess reseller performance from the perspective of the supplier. To specify the domain of reseller performance, four different conceptualizations of organizational effectiveness were explored, leading to the ident...