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Economic and non-economic factors of Korean manufacturer–retailer relations

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Abstract:

The purpose of the study was to examine the impact of antecedent channel power sources on satisfaction, conflict, trust, dependence and long-term channel relationships between Korean retailers and manufacturers. The sample included 210 cosmetic retailers in 15 Korean cities. The results indicate that Korean manufacturers' exercised coercive power decreases retailers' economic and non-economic satisfaction, while exercised non-coercive power increases economic and non-economic satisfaction. Second, exercised coercive power increases both economic and non-economic conflict, and exercised non-coercive power decreases non-economic conflict. Third, retailers' economic and non-economic satisfaction is negatively related to economic and non-economic conflict. Fourth, trust is a mediating factor between satisfaction (economic and non-economic) and a long-term relationship. Finally, results indicate that neither conflict nor satisfaction is unidimensional; each has an economic and non-economic dimension. This finding is an important contribution to the channel relations literature.

Keywords: CHANNEL RELATIONS; ECONOMIC RELATIONS; KOREAN CHANNELS; LONG-TERM ORIENTATION; NON-ECONOMIC RELATIONS

Document Type: Research Article

DOI: https://doi.org/10.1080/09593960210139670

Publication date: 2002-07-01

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