Channel connectivities between manufacturer and distributor: an Indonesian context

Sukresna, I Made (2014) Channel connectivities between manufacturer and distributor: an Indonesian context. PhD thesis, James Cook University.

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Abstract

This study approaches managing the relationship between larger manufacturers and their principal distributors in an Indonesian as a set of 'channel connectivities' that influence both sides of a marketing channel's operations. It employs a mixed method structural equation modeling and qualitative approach that engages 140 matched manufacturers and distributors. One bi-directional and four uni-directional channel connectivities are identified.

This study suggests manufacturers could consider implementing both market orientation strategies and long-term perspectives towards their channel connectivities alignment with their distributors.

This research contributes to marketing channel research by delivering a validated, broad study of channel connectivities between the manufacturer and its principal distributor in the Indonesian context.

From a methodological viewpoint, the usages of literature-supported surveys of matched data sets, plus the SEM model with same independent constructs, together provide a valid and reliable comparison model for understanding channel connectivities.

The path strength of each channel connectivity indicates its relative importance. Thus, both the manufacturer and the distributor can utilize this model as tool to explore new channel connectivity options, and/or to reinforce their existing individual channel connectivities.

The Indonesian government can utilise this study as a further supporting information source that can offer an alternative perspective to consider, facilitate, guide, and assist with further implementations around their current competition-based industrial programs.

Item ID: 41183
Item Type: Thesis (PhD)
Keywords: chain of distribution; distribution channels; distribution; distributors; Indonesia; management; manufacturers; marketing channels; markets; supply chains; trade
Date Deposited: 01 Sep 2016 05:51
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 > 910403 Marketing @ 50%
90 COMMERCIAL SERVICES AND TOURISM > 9002 Property, Business Support Services and Trade > 900204 Wholesale and Retail Trade @ 50%
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