Open AccessThe Impact of A Propensity For Relationalism and Market Growth On Distribution Channel Outcomes
Author(s) -
Gregory S. Black,
Donna K. Peeples
Publication year - 1970
Publication title -
journal of business strategies
Language(s) - English
Resource type - Journals
eISSN - 2162-6901
pISSN - 0887-2058
DOI - 10.54155/jbs.22.2.119-134
Subject(s) - distribution (mathematics) , psychology , economics , mathematics , mathematical analysis
This research investigates the effects of an organization's propensity forrelationalism and its product line market growth on the distribution channeloutcomes of actual relationalism and relationship endurance. Using a sampleof 160 industrial equipment distributors, propensity for relationalism is shownto have an influence on both actual relationalism and relationship endurance.Further, evidence is found that market growth enhances the impact propensitytoward relationalism has on relationship endurance.