Toward the Analysis of Conflict in Distribution Channels: A Descriptive Model

Little is known about the causes, measurement, management, and consequences of conflict in distribution and its effect on distribution channel performance. This article presents a descriptive model of the variables and interrelationships in the conflict process. The model suggests both a testable fr...

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Bibliographic Details
Published in:Journal of marketing 1970-10, Vol.34 (4), p.40-46
Main Authors: Rosenberg, Larry J., Stern, Louis W.
Format: Article
Language:English
Subjects:
Behavior
Business structures
Conflict management
Cooperation
Distribution channels
Dyadic relations
Marketing
Modeling
Multilevel models
Research grants
Retail stores
Variables
Wholesale trade
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Description
Summary:Little is known about the causes, measurement, management, and consequences of conflict in distribution and its effect on distribution channel performance. This article presents a descriptive model of the variables and interrelationships in the conflict process. The model suggests both a testable framework for researchers and a meaningful perspective for management.
ISSN:0022-2429
1547-7185
DOI:10.1177/002224297003400407