Reactions to disappointing performance in manufacturer-distributor relationships: The role of escalation and resource commitments

A model is presented of an exchange episode between a manufacturer and a distributor that generates disappointing performance outcomes. The authors suggest that manufacturers commit different types of resources in the initial stages of relationships with distributors, which affect both the distribut...

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Bibliographische Detailangaben

Veröffentlicht in:	Psychology & marketing 1997-12, Vol.14 (8), p.791-821
Hauptverfasser:	Cox, Amy E., Walker Jr, Orville C.
Format:	Artikel
Sprache:	eng
Schlagworte:	Commitments Distributors Resource allocation Vendor supplier relations
Online-Zugang:	Volltext
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