Relational benefits and costs in channel distriubion a dyaric research from buyers and sellers and sellers perspective

ABSTRACT

CHAPTER IINTRODUCTION

STATEMENT OF THE PROBLEM
PURPOSE OF THE RESEARCH
CONTRIBUTIONS OF THE RESEARCH
ORGANIZATION OF THE RESEARCH
RELATIONSHIP MARKETING
GENERAL ASSESSMENT OF THE LITERATURE IN THE TOPIC
- Type
- Context
- Perspective (under which benefits/ costs are examined)
- Benefit dimensions
- Costs dimensions
- Relationship of Benefits/ Costs with other key relational constructs
- Type
- Context
- Costs dimensions
- Type
- Context
- Costs dimensions
- Partners in strategic alliances
- Type
- Context
- Costs dimensions
- Type
- Context
- Costs dimensions
- Type
- Context
- Costs dimensions
- Theory-based
- International Industrial Networks
- Partners in industrial strategic alliances
- - Some degree of rigidity
- Type
- Context
- Costs dimensions
- Type
- Context
- Costs dimensions
- Type
- Context
- Costs dimensions
- Type
- Context
- Costs dimensions
  - Indirect functions
    - Type
    - Context
    - Costs dimensions
  - Consumer benefits
  - Service provider benefits
RELATIONAL BENEFITS
- RELATIONAL BENEFITS FROM A SELLER PERSPECTIVE
- RELATIONAL BENEFITS FROM A BUYER PERSPECTIVE
RELATIONAL COSTS
THE CONCEPTUAL FRAMEWORK
STUDY 1: EXPLORING THE NATURE OF RELATIONAL BENEFITS AND COSTS
- OBJECTIVE
- METHOD
- SAMPLING PLAN AND INTERVIEW FORMAT
- DATA ANALYSIS
STUDY 2: PRETESTING OF THE SCALE
- OBJECTIVE
- DATA COLLECTION INSTRUMENT
- TRANSLATION AND BACK TRANSLATION
- SELECTION OF KEY INFORMANTS
- DATA COLLECTION PROCEDURE
  - Recruiting and training of the data collectors
  - Pre-test the questionnaires
  - The Interview Process
STUDY 3: VALIDATION OF THE SCALES
- OBJECTIVE
- METHOD
STUDY 4: QUANTITATIVE TEST OF THE PROPOSED MODEL
- OBJECTIVE
- DATA COLLECTION INSTRUMENT
- TRANSLATION AND BACK TRANSLATION
- SELECTION OF KEY INFORMANTS
  - Selection of key informants in the seller firms
  - Selection of key informants in buyer firms
- DATA COLLECTION PROCEDURE
  - Recruiting and training the data collectors
  - Pre-test the questionnaires
  - The Interview Process
STUDY 1: FINDINGS
- RELATIONAL BENEFITS AND COSTS FROM SELLER’S PERSPECTIVE
  - Economic Benefits
  - Social Benefits
  - Confidence Benefits
  - Informational Benefits
  - Maintenance Costs
  - Opportunity Costs
- RELATIONAL BENEFITS AND COSTS FROM BUYER’S PERSPECTIVE
  - Economic Benefits
  - Social Benefits
  - Confidence Benefits
  - Informational Benefits
  - Maintenance Costs
  - Opportunity Costs
STUDY 2: FINDINGS
- EFA RESULT FOR SELLER SCALES
- EFA RESULT FOR BUYER SCALES
STUDY 3: FINDINGS
STUDY 4: FINDINGS
- MEASUREMENT MODELS
- STRUCTURAL MODEL
  - Model fit
  - Modification of the Model
- DISCUSSION OF RESULTS
  - The impact of seller benefits and costs to seller commitment
  - The impacts of seller commitment to buyer benefits and costs
  - The impact of buyer benefits and costs to buyer commitment
  - The impact of buyer commitment to seller benefits and costs
DISCUSSION AND CONCLUSIONS
MANAGERIAL IMPLICATIONS
LIMITATIONS OF THE RESEARCH
RECOMMENDATIONS FOR FUTURE RESEARCH

Appendix 1: List of Items emerged from study 1

Appendix 2: Questionnaires for study 2

Appendix 3: Questionnaires for study 4

Appendix 4: Measures of relationship commitment

Appendix 5: Details of Measurement Models

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