The impact of market orientation on Indonesian manufacturer-distributor relationships

Sukresna, I Made, Hamilton, John, and Tee, Singwhat (2013) The impact of market orientation on Indonesian manufacturer-distributor relationships. In: Proceedings of the 12th International Decision Sciences Institute Conference and 18th Asia Pacific Decision Sciences Institute Conference, pp. 783-795. From: 12th International Decision Sciences Institute Conference and 18th Asia Pacific Decision Sciences Institute Conference, 9-13 July 2013, Bali, Indonesia.

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Abstract

Market orientation delivered inconsistent results in marketing channels of developing economies where power imbalances exist between members. This study investigates the impact of market orientation on manufacturer-distributor relationships in Indonesia as a developing country with high industrial concentration. A Structural Equation Modeling analysis on 140 manufacturers revealed market orientation and long-term orientation were joint drivers that determined satisfaction and trust via dependence and role performance constructs. This suggests that to achieve relationship quality in channels characterized by trust and satisfaction, a market orientation view should be combined with an intention of manufacturer to build a longer term relationship with distributor.

Item ID: 31036
Item Type: Conference Item (Refereed Research Paper - E1)
Keywords: market orientation, manufacturer, distributor, Indonesia
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Date Deposited: 20 May 2014 23:11
FoR Codes: 15 COMMERCE, MANAGEMENT, TOURISM AND SERVICES > 1503 Business and Management > 150309 Logistics and Supply Chain Management @ 50%
15 COMMERCE, MANAGEMENT, TOURISM AND SERVICES > 1503 Business and Management > 150302 Business Information Systems @ 50%
SEO Codes: 89 INFORMATION AND COMMUNICATION SERVICES > 8999 Other Information and Communication Services > 899999 Information and Communication Services not elsewhere classified @ 100%
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