Managing channel relationships continues to be a vexing issue for manufacturers. Manufacturers want dealers to be committed and satisfied and to coordinate their activities, but sometimes these outcomes can be elusive. Manufacturers have tools to gain dealer cooperation, including outright...

Although the role of communication in franchise relationships is well-recognized, it is not well-understood. This paper proposes two higher-order latent constructs – relationship positivity and relationship negativity – each of which is reflected in four first-order constructs. The paper...

Relationship marketing develops marketing productivity and generates mutual values for both customer and company through growing marketing effectiveness. This study proposes a model to link key relationship marketing tactics to the customers’ relationship satisfaction and customer loyalty....

Manufacturers involve suppliers in new product development in order to access knowledge and resources, but these benefits only occur with effective project-level integration. Adopting a contingency theory view, we develop hypotheses concerning how two integrative devices, intensive communication...

Governance strategies, such as integration or control, structure and regulate the conduct of parties in exchange relationships; as such, they serve to constrain the latitude of the decision making of channel partners. Similarly, collaborative communication can be used to create an atmosphere of...