Manufacturer-distributor relationship in a developing country: transactional or relational?

Sukresna, I Made, and Hamilton, John (2012) Manufacturer-distributor relationship in a developing country: transactional or relational? In: Proceedings of the 12th Annual Hawaii International Conference On Business, pp. 657-672. From: 12th Annual Hawaii International Conference On Business, 24-27 May 2012, Honolulu, Hawaii.

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Abstract

Manufacturer distributor relationships show satisfaction to be an important issue. In a concentrated market and in the developing country of Indonesia, satisfaction may interplay with dependence, conflict, long term orientation, role performance, and trust. We analyse these constructs from a transactional and/or a relationship marketing perspective. A descriptive statistic of 30 paired samples of medium to big scale Indonesian manufacturers with their connecting distributors reveals that the relationship tends to be relational in nature, but with some exceptions. Thus, further model developments are suggested.

Item ID: 23268
Item Type: Conference Item (Refereed Research Paper - E1)
Keywords: satisfaction; dependence; conflict; long term orientation; role performance; trust; transactional marketing; relationship marketing
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ISSN: 1539-722X
Date Deposited: 31 Aug 2012 06:36
FoR Codes: 15 COMMERCE, MANAGEMENT, TOURISM AND SERVICES > 1505 Marketing > 150503 Marketing Management (incl Strategy and Customer Relations) @ 100%
SEO Codes: 91 ECONOMIC FRAMEWORK > 9104 Management and Productivity > 910402 Management @ 40%
91 ECONOMIC FRAMEWORK > 9104 Management and Productivity > 910401 Industrial Relations @ 30%
91 ECONOMIC FRAMEWORK > 9104 Management and Productivity > 910403 Marketing @ 30%
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