Suchergebnisse
Filter
5 Ergebnisse
Sortierung:
A Spatial Approach to Measuring Functional Spin-Offs in Marketing Channels
In: Journal of marketing theory and practice: JMTP, Band 3, Heft 4, S. 58-72
ISSN: 1944-7175
Understanding Cultural Frames in the Multicultural Sales Organization: Prospects and Problems for the Sales Manager
In: Journal of transnational management: the official journal of the International Management Development Association, Band 14, Heft 4, S. 277-291
ISSN: 1547-5786
The influence of leadership style on co‐operation in channels of distribution
In: International journal of physical distribution and logistics management, Band 26, Heft 6, S. 32-59
ISSN: 0020-7527
The manufacturer depends on channel members for the performance of marketing functions. Therefore, the channel participants need to co‐operate with one another while simultaneously pursuing independent as well as systemic goals. Examines how co‐operation among distribution channel members can be fostered through the use of participative, supportive and directive leadership styles foster channel member co‐operation and assesses the relationship between co‐operation and channel member performance. Develops a conceptual model and empirically tests the linkages among the variables on data drawn from a survey of key informants in a sample of automobile dealerships. Shows that participative, supportive and directive leadership styles are directly related to channel member co‐operation, which, in turn, is positively associated with channel member performance.