PropertyValue
?:abstract
  • The authors investigate channel incentives as extra-contractual governance processes that maintain and extend marketing channel relationships. More specifically, instrumental incentives are monetary-based payments made by a manufacturer in a unilateral channel arrangement to motivate distributor compliance, while equity incentives are bilateral expectations of fair treatment that motivate both parties to continue to cooperate with one another. A model of the antecedents and performance consequences of channel incentives is conceptualized and tested on 314 marketing channel relationships using a structural equation modeling methodology. The findings support the conceptual model and suggest that unique facets of the channel relationship explain the type of incentive mechanism in use. ()
?:appearsInJournal
?:citationCount
  • 14 ()
is ?:cites of
?:cites
?:created
  • 2016-06-24 ()
?:creator
?:doi
  • 10.1300/J049v08n01_02 ()
?:endingPage
  • 31 ()
?:estimatedCitationCount
  • 14 ()
is ?:hasCitedEntity of
?:hasDiscipline
?:hasURL
?:language
  • en ()
?:publicationDate
  • 2001-03-08 ()
?:publisher
  • Taylor & Francis Group ()
?:rank
  • 22224 ()
?:referenceCount
  • 45 ()
?:startingPage
  • 5 ()
?:title
  • Channel incentives as unilateral and bilateral governance processes ()
?:type
?:volume
  • 8 ()

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