Utilize este identificador para referenciar este registo:
http://hdl.handle.net/10071/10035
Registo completo
Campo DC | Valor | Idioma |
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dc.contributor.author | Crespo de Carvalho, J. | - |
dc.contributor.author | Sequeira, L. | - |
dc.date.accessioned | 2015-10-28T12:24:18Z | - |
dc.date.available | 2015-10-28T12:24:18Z | - |
dc.date.issued | 2013 | - |
dc.identifier.issn | 1179-1403 | por |
dc.identifier.uri | https://ciencia.iscte-iul.pt/public/pub/id/13277 | - |
dc.identifier.uri | http://hdl.handle.net/10071/10035 | - |
dc.description.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. | por |
dc.language.iso | eng | por |
dc.publisher | Dove Medical Press | por |
dc.rights | openAccess | por |
dc.subject | Conflict | por |
dc.subject | Cooperation | por |
dc.subject | Distribution | por |
dc.subject | Marketing | por |
dc.subject | Multiple channels | por |
dc.subject | Port wine | por |
dc.title | Buyer-seller conflict and cooperation in marketing channels: port wine distribution | por |
dc.type | article | en_US |
dc.pagination | 9-21 | por |
dc.publicationstatus | Publicado | por |
dc.peerreviewed | Sim | por |
dc.relation.publisherversion | The definitive version is available at: http://dx.doi.org/10.2147/IJWR.S43152 | por |
dc.journal | International Journal of Wine Reasearch | por |
dc.distribution | Internacional | por |
dc.volume | 5 | por |
dc.number | 1 | por |
degois.publication.firstPage | 9 | por |
degois.publication.lastPage | 21 | por |
degois.publication.issue | 1 | por |
degois.publication.title | International Journal of Wine Reasearch | por |
dc.date.updated | 2015-10-28T12:23:01Z | - |
Aparece nas coleções: | BRU-RI - Artigos em revistas científicas internacionais com arbitragem científica |
Ficheiros deste registo:
Ficheiro | Descrição | Tamanho | Formato | |
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publisher_version_IJWR_43152_buyer_seller_conflict_and_cooperation_in_marketing_channels_040413.pdf | 333,32 kB | Adobe PDF | Ver/Abrir |
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