Conflict among firms in distribution channels is inherent, pervasive, and potentially disruptive. This article presents an approach to measuring dyadic conflict intensity. Conflict is related to a typology of causes and to structural and attitudinal factors within a case study channel.
Get full access to this article
View all access options for this article.
References
1.
AldersonWroe. Dynamic Marketing Behavior.Homewood, Ill.: Richard D. Irwin, 1965.
2.
AldersonWroe. Marketing Behavior and Executive Action.Homewood, Ill.: Richard D. Irwin, 1957.
3.
AssaelHenry. “The Constructive Role of Inter-Organizational Conflict,” Administrative Science Quarterly, 13 (December 1969), 573–82.
4.
AssaelHenry, ed. The Politics of Distributive Trade Associations: A Study in Conflict Resolution.Hempstead, N.Y.: Hofstra University Press, 1967.
5.
BeierFrederick J. and SternLouis W. “Power in the Channel of Distribution,” in [17], 92–116.
6.
BucklinLouis P.A Theory of Distribution Channel Structure.Berkeley: Institute of Business and Economic Research, University of California, 1966.
7.
FinkClinton F. “Some Conceptual Difficulties in the Theory of Social Conflict,” Journal of Conflict Resolution, 12 (December 1968), 412–60.
8.
GoldmanRalph M. “A Theory of Conflict Processes and Organizational Offices,” Journal of Conflict Resolution, 10 (September 1966), 328–43.
9.
GrabnerJohn R.Jr. and RosenbergLarry J. “Communication in Distribution Channel Systems,” in [17], 227–52.
10.
LittleRobert W. “Power and Leadership in Marketing Channels,” Proceedings. Fall Conference American Marketing Association, 1968, 603.
11.
McCammonBert C.Jr. and LittleRobert W. “Marketing Channels: Analytical Systems and Approaches,” in SchwartzGeorge, ed., Science in Marketing.New York: John Wiley & Sons, 1965, 321–85.
12.
MallenBruce. “A. Theory of Retailer-Supplier Conflict, Control and Cooperation,” Journal of Retailing, 39 (Summer 1963), 24–32.
13.
OsgoodCharles E., SuciGeorge J., and TannenbaumPercy H.The Measurement of Meaning.Urbana: University of Illinois Press, 1957.
14.
PondyLouis R. “Organizational Conflict: Concepts and Models,” Administrative Science Quarterly, 12 (September 1967), 296–320.
15.
RosenbergLarry J. “An Empirical Examination of the Causes, Level, and Consequences of Conflict in a High Stake Distribution Channel,” unpublished doctoral dissertation, The Ohio State University, 1969.
16.
RosenbergLarry J. and SternLouis W. “Toward the Analysis of Conflict in Distribution Channels: A Descriptive Model,” Journal of Marketing, 34 (October 1970), 40–6.
17.
SternLouis W., ed. Distribution Channels: Behavioral Dimensions.Boston: Houghton Mifflin, 1969.
18.
SternLouis W. and BrownJay W. “Distribution Channels: A Social Systems Approach,” in [17], 6–19.
19.
SternLouis W. and GormanRonald H. “Conflict in Distribution Channels: An Exploration,” in [17], 156–75.
20.
SternLouis W. and HeskettJ. L. “Conflict Management in Interorganization Relations: A Conceptual Framework,” in [17], 288–305.
21.
WiekJames L. “An Empirical Analysis of the Relation of Integration and Selected Attitudinal and Behavioral Relationships in Competing Channel Systems,” unpublished doctoral dissertation, Michigan State University, 1968.
22.
WorthingtonParker M. “An Analysis of Perceived Competitive Advantages within Selected Manufacturer-Distributor Alignments,” unpublished doctoral dissertation, Michigan State University, 1968.
