Managing Distributor Interchannel and Intrachannel Behavior (Abstract)

Sin Yan Tse; Danny T Wang; Junfeng Zhang

Managing Distributor Interchannel and Intrachannel Behavior (Abstract)

Sin Yan Tse, Danny T Wang, Junfeng Zhang

Research output: Chapter in book/report/conference proceeding › Conference proceeding › peer-review

Abstract

Marketing channel literature has yet to detail the alternative relationships and strategies channel members can implement, beyond their existing relationships. In supplier–distributor exchanges, for example, a relationship exploitation strategy emphasises a distributor’s commitment to its incumbent supplier, whereas a relationship exploration strategy implies the distributor’s efforts to consider, contact, and seek new suppliers for business opportunities. Drawing from relational governance and social network theories, we postulate that while a relationship exploitation strategy reduces and a relationship exploration strategy increases opportunism, respectively, their effects are contingent on the type of uncertainty and the feature of network in the exchange relations. Integrating dyadic and network views, this study advances extant literature and practice in channel relationship management.

Original language	English
Title of host publication	Australian and New Zealand Marketing Academy Conference (ANZMAC) 2017. Marketing for Impact - Proceedings
Editors	Linda Robinson, Linda Brennan, Mike Reid
Place of Publication	Melbourne, Australia
Publisher	Australian and New Zealand Marketing Academy
Pages	635
Number of pages	1
Publication status	Published - Dec 2017
Event	Australian and New Zealand Marketing Academy Conference, ANZMAC 2017: Marketing for Impact - Melbourne, Australia Duration: 4 Dec 2017 → 6 Dec 2017 https://anzmac.wildapricot.org/resources/Documents/ANZMAC%202017%20Conference%20Proceedings.pdf (Conference proceedings)

Publication series

Name	Australian and New Zealand Marketing Academy Conference Proceedings
ISSN (Print)	1447-3275

Conference

Conference	Australian and New Zealand Marketing Academy Conference, ANZMAC 2017
Country/Territory	Australia
City	Melbourne
Period	4/12/17 → 6/12/17
Internet address	https://anzmac.wildapricot.org/resources/Documents/ANZMAC%202017%20Conference%20Proceedings.pdf (Conference proceedings)

User-Defined Keywords

channel management
relationship strategies
opportunism

Cite this

Tse, S. Y., Wang, D. T., & Zhang, J. (2017). Managing Distributor Interchannel and Intrachannel Behavior (Abstract). In L. Robinson, L. Brennan, & M. Reid (Eds.), Australian and New Zealand Marketing Academy Conference (ANZMAC) 2017. Marketing for Impact - Proceedings (pp. 635). (Australian and New Zealand Marketing Academy Conference Proceedings). Australian and New Zealand Marketing Academy.

Tse, Sin Yan ; Wang, Danny T ; Zhang, Junfeng. / Managing Distributor Interchannel and Intrachannel Behavior (Abstract). Australian and New Zealand Marketing Academy Conference (ANZMAC) 2017. Marketing for Impact - Proceedings. editor / Linda Robinson ; Linda Brennan ; Mike Reid. Melbourne, Australia : Australian and New Zealand Marketing Academy, 2017. pp. 635 (Australian and New Zealand Marketing Academy Conference Proceedings).

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abstract = "Marketing channel literature has yet to detail the alternative relationships and strategies channel members can implement, beyond their existing relationships. In supplier–distributor exchanges, for example, a relationship exploitation strategy emphasises a distributor{\textquoteright}s commitment to its incumbent supplier, whereas a relationship exploration strategy implies the distributor{\textquoteright}s efforts to consider, contact, and seek new suppliers for business opportunities. Drawing from relational governance and social network theories, we postulate that while a relationship exploitation strategy reduces and a relationship exploration strategy increases opportunism, respectively, their effects are contingent on the type of uncertainty and the feature of network in the exchange relations. Integrating dyadic and network views, this study advances extant literature and practice in channel relationship management. ",

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note = "Copyright {\textcopyright} 2017 RMIT University All rights reserved. Apart from any use permitted under the Copyright Act 1968 no part may be reproduced, stored in a retrieval system or transmitted by any means or process whatsoever without the prior written permission of the publisher. ; Australian and New Zealand Marketing Academy Conference, ANZMAC 2017 : Marketing for Impact ; Conference date: 04-12-2017 Through 06-12-2017",

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series = "Australian and New Zealand Marketing Academy Conference Proceedings",

publisher = "Australian and New Zealand Marketing Academy",

pages = "635",

editor = "Linda Robinson and Linda Brennan and Mike Reid",

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Tse, SY, Wang, DT & Zhang, J 2017, Managing Distributor Interchannel and Intrachannel Behavior (Abstract). in L Robinson, L Brennan & M Reid (eds), Australian and New Zealand Marketing Academy Conference (ANZMAC) 2017. Marketing for Impact - Proceedings. Australian and New Zealand Marketing Academy Conference Proceedings, Australian and New Zealand Marketing Academy, Melbourne, Australia, pp. 635, Australian and New Zealand Marketing Academy Conference, ANZMAC 2017, Melbourne, Australia, 4/12/17.

Managing Distributor Interchannel and Intrachannel Behavior (Abstract). / Tse, Sin Yan; Wang, Danny T ; Zhang, Junfeng.
Australian and New Zealand Marketing Academy Conference (ANZMAC) 2017. Marketing for Impact - Proceedings. ed. / Linda Robinson; Linda Brennan; Mike Reid. Melbourne, Australia: Australian and New Zealand Marketing Academy, 2017. p. 635 (Australian and New Zealand Marketing Academy Conference Proceedings).

Research output: Chapter in book/report/conference proceeding › Conference proceeding › peer-review

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N1 - Copyright © 2017 RMIT University All rights reserved. Apart from any use permitted under the Copyright Act 1968 no part may be reproduced, stored in a retrieval system or transmitted by any means or process whatsoever without the prior written permission of the publisher.

PY - 2017/12

Y1 - 2017/12

N2 - Marketing channel literature has yet to detail the alternative relationships and strategies channel members can implement, beyond their existing relationships. In supplier–distributor exchanges, for example, a relationship exploitation strategy emphasises a distributor’s commitment to its incumbent supplier, whereas a relationship exploration strategy implies the distributor’s efforts to consider, contact, and seek new suppliers for business opportunities. Drawing from relational governance and social network theories, we postulate that while a relationship exploitation strategy reduces and a relationship exploration strategy increases opportunism, respectively, their effects are contingent on the type of uncertainty and the feature of network in the exchange relations. Integrating dyadic and network views, this study advances extant literature and practice in channel relationship management.

AB - Marketing channel literature has yet to detail the alternative relationships and strategies channel members can implement, beyond their existing relationships. In supplier–distributor exchanges, for example, a relationship exploitation strategy emphasises a distributor’s commitment to its incumbent supplier, whereas a relationship exploration strategy implies the distributor’s efforts to consider, contact, and seek new suppliers for business opportunities. Drawing from relational governance and social network theories, we postulate that while a relationship exploitation strategy reduces and a relationship exploration strategy increases opportunism, respectively, their effects are contingent on the type of uncertainty and the feature of network in the exchange relations. Integrating dyadic and network views, this study advances extant literature and practice in channel relationship management.

KW - channel management

KW - relationship strategies

KW - opportunism

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Tse SY, Wang DT , Zhang J. Managing Distributor Interchannel and Intrachannel Behavior (Abstract). In Robinson L, Brennan L, Reid M, editors, Australian and New Zealand Marketing Academy Conference (ANZMAC) 2017. Marketing for Impact - Proceedings. Melbourne, Australia: Australian and New Zealand Marketing Academy. 2017. p. 635. (Australian and New Zealand Marketing Academy Conference Proceedings).

Managing Distributor Interchannel and Intrachannel Behavior (Abstract)

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