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Interfirm strategic integration in retailer buying groups: antecedents and consequences on the retailer's economic satisfaction

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Independent small retailers have shown a growing trend toward joining buying groups as a means to compete against large distribution chains. The retailer's strategic integration of the relationship with the buying group (RSI), i.e., the retailer's recognition of this relationship as a strategic asset, is the focal theoretical construct of this study. With a sample of retailers of home appliances that are integrated in a buying group, the empirical test of two alternative models about the antecedents and consequences of RSI has confirmed that the concept plays an important and significant mediational role in explaining the effects of environment and relational characteristics on the retailer's satisfaction with the buying group. The author discusses the theoretical implications of the results obtained and explores consequences for decision makers.
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Keywords: Retailer buying groups; competitive advantage; economic satisfaction; governance; interfirm strategic integration

Document Type: Research Article

Affiliations: Associate Professor of Marketing, Marketing Department, University of Murcia, Spain

Publication date: 2006-02-01

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