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Effects of Functional Performance of Distribution Channels on Transactional Relationship in Mexican Market Environment

Listed author(s):
  • Rajagopal

    (ITESM, Mexico City)

The performance related issues of buyer-distributor relationship have attracted both the academic and corporate managers. The study attempts to make theoretical contributions to the literature on relationships in marketing channels. Compared with the impact of the often-investigated construct of dependence structure, the impact of channel function performance on relationship quality is relatively large. The study addresses broadly the issues as to what extent is the impact of quality performance responsible for doing business with the organizational customers? To what extent is the relationship between quality perceived and quality performance contingent upon the nature of buyer-distributor relationships? The sample selected for this study was the distribution companies in the office equipments sector serving to the industrial accounts in Mexico .The study also analyzes the impact of channel function performance on relationship quality, which is moderated by the extent dependence structure of the relationship. The impact of channel function performance on different dimensions of relationship quality – satisfaction, trust, commitment and conflict under different dependence structures have also been diagnosed and discussed in the paper.

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Paper provided by EconWPA in its series International Trade with number 0407001.

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Length: 24 pages
Date of creation: 03 Jul 2004
Handle: RePEc:wpa:wuwpit:0407001
Note: Type of Document - doc; pages: 24. This paper also discusses the buyer-seller relationship management for large accounts
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