A Sociopsychological Explanation for Why Marketing Channel Members Relinquish Control

A Sociopsychological Explanation for Why Marketing Channel Members Relinquish Control

The authors examine the conditions that encourage channel members to relinquish control willingly and purposefully to others. They use an attribution theory perspective to predict when channel members, particularly franchisees, will relinquish control in spite of having legal latitude to retain it.

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Veröffentlicht in:Journal of marketing research 1985-11, Vol.22 (4), p.365-376
Hauptverfasser: Anand, Punam, Stern, Louis W.
Format: Artikel
Sprache:eng
Schlagworte:
Anagrams
Attribution theory
Control
Control variables
Customer service
Distribution channels
Failure
Franchise agreements
Hypotheses
Job training
Laboratories
Locus of control
Marketing
Social psychology
Statistical analysis
Studies
Success
Theory
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Zusammenfassung:The authors examine the conditions that encourage channel members to relinquish control willingly and purposefully to others. They use an attribution theory perspective to predict when channel members, particularly franchisees, will relinquish control in spite of having legal latitude to retain it.
ISSN:0022-2437
1547-7193
DOI:10.1177/002224378502200402