Examining the impact of destructive acts in marketing channel relationships

• Main Authors: HIBBARD, Jonathan D., KUMAR, Nirmalya, STERN, Lisa W.
• Format: text
• Language: English
• Published: Institutional Knowledge at Singapore Management University 2001
• Subjects: buyer-supplier relationships; performance outcomes; behavior; interdependence; trust; voice; exit; determinants; satisfaction; perspective; Marketing; Organizational Behavior and Theory
• Online Access: https://ink.library.smu.edu.sg/lkcsb_research/5189; https://ink.library.smu.edu.sg/context/lkcsb_research/article/6188/viewcontent/ExaminingDestructiveActsMarketingChannel_2001_pv.pdf
• Institution: Singapore Management University

In virtually all marketing channel relationships, one of the parties eventually will engage in an action that another channel member considers potentially destructive for the relationship. How a particular channel member reacts to such an act has implications for the long-term viability and success...