Interdependence, punitive capability, and the reciprocation of punitive actions in channel relationships

• Main Authors: KUMAR, Nirmalya, SCHEER, LISA K., STEENKAMP, Jan-Benedict E. M.
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 1998
• Subjects: marketing channel; influence strategies; developing-country; power sources; commitment; dependence; performance; perceptions; behavior; outcomes; Marketing
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/5183; https://ink.library.smu.edu.sg/context/lkcsb_research/article/6182/viewcontent/InterdependencePunitiveCapability_1998_PV.pdf
• Institution: Singapore Management University

Using data from automobile dealers in the Netherlands, the authors find that dealers' punitive actions toward their key suppliers are affected by their perceptions of their own and their supplier's interdependence and punitive capabilities, as well as by the supplier's punitive action...