Please use this identifier to cite or link to this item:
http://hdl.handle.net/10071/10035
Author(s): | Crespo de Carvalho, J. Sequeira, L. |
Date: | 2013 |
Title: | Buyer-seller conflict and cooperation in marketing channels: port wine distribution |
Volume: | 5 |
Number: | 1 |
Pages: | 9-21 |
ISSN: | 1179-1403 |
Keywords: | Conflict Cooperation Distribution Marketing Multiple channels Port wine |
Abstract: | The main purpose of this study is to research buyer-seller conflict and cooperation in distribution channels. Based on a multidimensional case study, eight research hypotheses were formulated. Some quantitative research was conducted, based on a questionnaire sent to 101 port wine producers and distribution companies (61 answered properly – 31 producers and 29 distributors – which gave the authors a 60% rate of response, considered to be very good for these types of studies; those 101 port wine producers and distributors initially chosen were the most important in Europe, considering the volume of production and sales, and constituting, for that reason, a convenience sample). A binary probit model was developed to analyze the data. The results of the study demonstrate that when conflict is ongoing and intense it prevents the development of cooperative relationships. A trustworthy company is more likely to solve conflicts. When trust and adaptation capabilities increase, so does potential cooperation. The results also show that the presence of a foreign sales representative in the team does not exert a negative influence on cooperation. Finally, cooperation can be considered as an important means of developing skills and resources, which can then be applied to existing transaction relationships. |
Peerreviewed: | Sim |
Access type: | Open Access |
Appears in Collections: | BRU-RI - Artigos em revistas científicas internacionais com arbitragem científica |
Files in This Item:
File | Description | Size | Format | |
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publisher_version_IJWR_43152_buyer_seller_conflict_and_cooperation_in_marketing_channels_040413.pdf | 333,32 kB | Adobe PDF | View/Open |
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