Professional Documents
Culture Documents
Design/methodology/approach
A sample of 472 distributors in the south of Vietnam was surveyed to test the theoretical model.
Structural equation modeling was used to analyze the data.
Findings
It was found that personal interaction drives product support, information support, and delivery
performance perceived by distributors. In addition, product support, information support, and delivery
performance are key factors that nurture the value of relationships between manufacturers and
distributors. Finally, relationship value is a determinant of distributor performance.
Research limitations/implications
A key limitation of this study is the heavy reliance on the hypotheticodeductive approach. Business
relationships of firms in transitional economies, due to differences in cultures and economies, might
exhibit some differences in value drivers. An inductive approach may be a suitable alternative method
to explore relationship value and its determinants in transition economies like Vietnam.
Practical implications
The results of this study suggest that manufacturers should invest more time and efforts in personal
interaction with their key distributors to enhance the value of their relationships with those distributors.
Originality/value
This study is the first of its kind in Vietnam, which explores the role of personal interaction in
relationship value in Vietnam.
A management tool for developing the relationships between large purchasing organisations
and small ethnic minority suppliers
Author(s):
Nicholas Theodorakopoulos (Aston Business School, Aston University, Birmingham, UK)
Citation:
Nicholas Theodorakopoulos, (2013) "A management tool for developing the relationships between
large purchasing organisations and small ethnic minority suppliers", Journal of Management
Development, Vol. 32 Iss: 1, pp.113 - 126
DOI
http://dx.doi.org/10.1108/02621711311287071
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The fulltext of this document has been downloaded 423 times since 2013
Abstract:
Purpose
The purpose of this paper is to scrutinise the characteristics of the relationship between large
purchasing organisations (LPOs) and ethnic minority suppliers (EMSs) engaging with supplier diversity
programmes and provide an assessment and developmental framework for such organisations.
Design/methodology/approach
Having considered an array of purchasersupplier relationship frameworks in relevant streams of
literature, the paper draws on Lamming et al.'s framework to advance a tool for assessing and
developing the relationship between LPOs and EMSs.
Findings
The submitted relationship assessment and development framework brings in sharp focus the
characteristics of the relationship between LPO and EMS, providing a systematic way to examine the
interorganisational context within which EMS development takes place.
Research limitations/implications
The framework submitted could signpost future research in this field, which should take a
longitudinal, processual approach. This is necessary to provide opportunities to examine the dynamics
underlying the development of potent LPOEMS relationships in a variety of settings, including
negative instances.
Practical implications
The paper has implications for corporate policy making and practice in this arena. Assessing the
potency of LPOsEMSs relationships by applying the proffered tool can help both parties engage with
supplier diversity, to develop fruitful relationships that enhance their competitiveness.
Social implications
The latter can have social implications, as EMSs often operate in and employ people from
disadvantaged communities.
Originality/value
The framework advanced in this article constitutes a novel tool that highlights the areas in which
LPOs and EMSs should channel their efforts, in order to develop a potent relationship between them,
which underpins the development of EMSs supply capabilities.
Author(s):
I.F. Wilkinson
Citation:
I.F. Wilkinson, (1996) "Distribution channel management: power considerations", International Journal
of Physical Distribution & Logistics Management, Vol. 26 Iss: 5, pp.31 - 41
DOI
http://dx.doi.org/10.1108/09600039610757692
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Acknowledgements:
This article was first published in International Journal of Physical Distribution, Vol. 4 No. 1, 1973, pp.
415.
Abstract:
Deals with the nature and importance of power relations between firms in distribution channels.
Discusses the role of power in channel systems and considers factors which affect the use of power
and those which determine the results of such use. Summarizes several implications from the analysis
of interfirms management.
Alienation in the distribution channel: Conceptualization, measurement, and initial theory testing
Author(s):
John F. Gaski (Mendoza College of Business, University of Notre Dame, Notre Dame, Indiana, USA)
Nina M. Ray (College of Business and Economics, Boise State University, Boise, Idaho, USA)
Citation:
John F. Gaski, Nina M. Ray, (2004) "Alienation in the distribution channel: Conceptualization,
measurement, and initial theory testing", International Journal of Physical Distribution & Logistics
Management, Vol. 34 Iss: 2, pp.158 - 200
DOI
http://dx.doi.org/10.1108/09600030410526941
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Acknowledgements:
An abbreviated version of this research appeared in The authors thank Shelby Hunt, Jim Wilcox, and
Roy Howell (Texas Tech University), John Burnett (University of Denver), Ravi Singh Achrol (West
Virginia University), Scott Maxwell (University of Notre Dame), and David Cole (Vanderbilt University)
for their various forms of assistance. Qi Lin and Hang Li of the Office of Information Technology,
University of Notre Dame, merit special recognition for technical work. Funding support was provided
by a grant from the Institute for the Study of Business Markets, Penn State University. Industrial
Marketing Management, Vol. 30, No. 2 (2001), pp. 20725. Reprinted with permission from Elsevier
Science.
Abstract:
Of all the social phenomena that have been investigated in the distribution channel context including
power, conflict, dependence, role performance, and opportunism one that has escaped attention until
now is alienation. Borrowing from traditional behavioral science and consumer behavior, the following
monograph defines the concept of distributor alienation and elaborates a method for its measurement.
After surviving a validation regimen, the measure is applied within the confines of a test of a theoretical
model. The results may provide a preliminary framework for a future structure of channel alienation
theory.