use of pledges to build and sustain commitment in distribution channels by Erin Anderson

Cover of: use of pledges to build and sustain commitment in distribution channels | Erin Anderson

Published by European Institute for Advanced Studies in Management in Brussels .

Written in English

Read online

Subjects:

  • Marketing channels.,
  • Distributors (Commerce),
  • Physical distribution of goods.,
  • Business networks.

Edition Notes

Includes bibliography (p31-32).

Book details

StatementErin Anderson, Barton Weitz.
SeriesWorking papers (European Institute for Advanced Studies in Management) -- no.91-16
ContributionsWeitz, Barton A., European Institute for Advanced Studies in Management.
The Physical Object
Pagination33p. ;
Number of Pages33
ID Numbers
Open LibraryOL19590807M

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Commitment in channel relationships is modeled as a function of (1) each party's perception of the other party's commitment, (2) self-reported and perceived pledges (idiosyncratic investments and contractual terms) made by each party, and (3) other factors such as communication level, reputation, and relationship by: Get this from a library.

The use of pledges to build and sustain commitment in distribution channels. [Erin Anderson; Barton A Weitz; Marketing Science Institute.]. The use of pledges to build and sustain commitment in distribution channels / Author: Erin Anderson, Barton Weitz.

Publication info: Cambridge, Mass.: Marketing Science Institute, c Format: Book. CiteSeerX - Scientific documents that cite the following paper: The use of pledges to build and sustain commitment in distribution channels. During the past three decades, tremendous strides have been made in our understanding of how firms should organize and manage their channels of distribution.

Still, we have barely touched the surface of all the managerial issues that need to be addressed. A variety of research needs still exist regarding constructs and issues examined in prior channels by: Erin Anderson has written: 'The use of pledges to build and sustain commitment in distribution channels' -- subject(s): Business networks, Distributors (Commerce), Marketing.

A framework of supply chain management literature. Strategic integration in distribution channels: The Use of Pledges to Build and Sustain Commitment in Distribution : Keah-Choon Tan. The aim of this research is to investigate the relationship between consumer perception of Corporate Social Responsibility (CSR), corporate brand trust, corporate hypocrisy, and corporate reputation.

Based on the one-to-one interview method using a structured questionnaire of consumers in South Korea, the proposed model was estimated by structural equation Cited by: Commitment in channel relationships is modeled as a function of (1) each party's perception of the other party's commitment, (2) self-reported and perceived pledges.

Although commitment grows in a natural way, you, as a leader or group member, can foster commitment in your organization. You can build commitment into your organizational culture. Although it is invisible, commitment is a very real quality that you can do something about if you are willing to focus your attention on it.

Anderson, E. / Weitz, B. (): The Use of Pledges to Build and Sustain Commitment in Distribution Channels, in: Journal of Marketing Research, Vol. 29 (), S. 62 Cited by: 7. Author of the bestselling text Supply Chain Management, John T.

Mentzer's companion book Fundamentals of Supply Chain Management: Twelve Drivers of Competiti The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research, 29 (February), Relationship marketing and distribution channels.

The Use of Pledges To Build and Sustain Commitment in Distribution Channels Jan 1, Erin Anderson and Barton Weitz,Examines ways that manufacturers, in their search for sustainable competitive advantages, can develop committed relationships with distributors. Reports. Anderson, B.

WeitzThe use of pledges to build and sustain commitment in distribution channels Journal of Marketing Research, 29 (, February), pp. Google ScholarCited by: Andaleeb S.S., (), An Experimental Investigation of Satisfaction and Commitment in Marketing Channels: The Role of Trust and Dependence, Journal of Retailing, 72 (1), pp.

Anderson E e Weitz B. (), The Use of Pledges to Build and Sustain Commitment in Distribution Channels, Journal of Marketing Research, 29 (February),   Extranets are extended intranets connecting organizations, which may include personnel, customers, suppliers and strategic partners.

An extranet is one way in which a firm can improve their offering and remain competitive. This paper explores extranet linkages and examines how extranets impact business practices and business relationships. Also explores. Sustain their commitment When commitments were made in the excitement and pressure of the negotiation, they may look a little less attractive in the cold light of day.

Particularly if there is a longer delay until the promises are completed, the situation may change and the negotiated agreement may move from being rather attractive to being.

That distribution, like much of the book business, is in transition is not necessarily a bad thing. According to Steve Black, v-p of Client Publisher Services at Simon &. Anderson, B.A. WeitzThe use of pledges to build and sustain commitment in distribution channels Journal of Marketing Research, 29 (February ), pp.

Google ScholarCited by: Anderson E., Weitz B.A. The use of pledges to build and sustain commitment in distribution channels. Journal of Marketing Research, Artto K., Ahola T., Kyrö R., Peltokorpi A. Managing business networks for value creation in facilities and their external environments: A study on co-location.

Facilities, 35(1/2): Author: Maria Antonella Ferri, Maria Palazzo. Obviously when we talk about intangible services the use of the word “hands” is a figurative way to describe the exchange that takes place.

But the idea is the same as with tangible goods. All activities and organizations helping with the exchange are part of. Concept of Distribution Channels in Marketing. The Importance of Distribution. Most producers use intermediaries to bring their products to market. They try to develop a distribution channel (marketing channel) to do this.

A distribution channel is a set of interdependent organizations that help make a product available for use or consumption. The use of pledges to build and sustain commitment in distribution channels / Erin Anderson, Barton Weitz.

HF A Designing online identities: successful graphic strategies for brands on the Web / Clay Andres. constitute the channels of distribution of goods. Thus, a channel of distribution is the route or path along which goods move from producers to ultimate consumers.

The route taken by goods as they move from producer to consumer is known as Channel of Distribution. Fig. Channels of Distribution Types of ChannelsFile Size: KB.

Increased use of multiple channels of distribution (new tech allows this) increases potential likelihood of conflict between intermediaries and manufacturers Ex.

HP sells via website and stores like Best Buy Conflicts occurs also when retailers overemphasize competing products or diversify into lines traditionally handled by other intermediaries. Anderson, E. and Weitz, B.

(), "The use of pledges to build and sustain commitment in distribution channels", Journal of Marketing Research, Vol. l9, No. 1, pp: Allowtybi Loke J. (), Leadership behaviors: effects on job satisfaction, productivity and organizational commitment.

J Nurs Manag, 9(4): Author: فرهاد نژاد ایرانی, کمال عزیزی, یوسف بیگ زاده. Drivers of relationships affecting B2B firms in an e-commerce environment.

Autores: Irene Samanta, Mike Danson Localización: Independent Journal of Management & Production, ISSN-e X, Vol. 5, Nº. 3,págs. Idioma: inglés DOI: /ijmp.v5i; Enlaces. Texto completo (pdf)Resumen. The advent of the internet has created numerous Author: Irene Samanta, Mike Danson.

ABargaining Theory of Distribution Channels Bargaining between manufacturers and retailers over the terms of trade is an important characteristic of many distri-bution channels.

Relationships between manufacturers and their retailers often hinge on the importance of negotiation and its effects on each party’s share of the pie, as well as on. Industrial distribution channels mostly refer to business-to-business (B2B) transactions of relatively high volume.

As a result, the channel strategy tends to be a bit different than that of consumer goods. One of the most important decisions in a B2B channel is choosing the way goods are transported. This could be via road, rail, ship, or plane. Train them in its use, both with a 'quick start' help and longer-term expertise development.

Help them educate other people about it (for example by giving them a training manual or Powerpoint slides). Offer maintenance support. Call to check any early problems and ensure these are fixed. See also. Obligation principle, Change techniques. ^ and Barton A. Weitz (), "The Use of Pledges to Build and Sustain Commitment in Distribution Channels," Journal of Marketing Research, 29(February), Anderson, James C, and James A.

Narus (), "A Model of Distributor Firm and Manufacturer Firm Working Partnerships," Journal of Marketing, 54(Spring), The distribution strategy supports company-level objectives, as well as marketing objectives.

Typically, distribution approaches support company-level objectives related to growth, as in the example of Monster Energy, or profitability, since distribution can improve company efficiencies.

Think about your perspective as a buyer. The use of pledges to build and sustain commitment in distribution channels’, (). Theoretical perspectives on the outsourcing of information systems’,Author: Michael S. Lane and Weng Haan Lum. Provide an overview of your company’s distribution channels.

Our products are brought to market through direct-store-delivery (DSD), our bottlers and our distributors operate DSD systems that deliver snacks and beverages directly to retail stores where the products are merchandised by our employees or our bottlers.

DSD enables us to merchandise with maximum visibility and appeal. When is it best for a business to use an exclusive distribution pattern. It prefers to have its intermediaries promote the product.

It needs to maintain tight control over a product. It chooses to eliminate intermediaries. It wants the product to. INTRODUCTION. Marketing literature repeatedly emphasizes that value is the most important outcome of business relationships and is the prime purpose for any firm in engaging in an exchange relationship Business marketing literature identifies commitment as an important antecedent for successful interorganisational relationships Numerous studies of.

The traditional supply channel involves sources of raw materials, the manufacturer or producer, wholesaler and retailer.

The supply chain is an arrangement between paired links with an emphasis on controlling and managing the relationships in order to move products through the process effectively. What Are the Different Channel Organizations in the Marketing System?. In addition to the direct sales channel, the marketing system includes several types of channel organizations that help sell products to customers.

You have to choose the most effective channel for your business, depending on cost and benefits as. Hard Power High performance channel system Soft power of trust & commitment Managing horizontal channel conflict 9. USA estimated sales $ billion () Up by % - $ Billion Grow 9% till - $ Trillion.

According to a recent PwC study (“May the Distribution Forces Be with You”), “nascent markets” offer few insurance products and therefore require few channels.

Alternatively, “late emerging markets” often experience diversification of products in personal and commercial lines, which increases the need for new channel options.

Chapter 14 - Section 5 Building and Sustaining Commitment Work together Commitment grows when people: Work through conflicts In heated discussions or conflicts, make sure people continue to show respect for each other. Conflicts can be important growing periods.

Learn from.the Clinton Global Initiative (CGI) [8] use different terms to describe voluntary initiatives for sustain-able development. The NRDC has coined the term “PINCs” or “Partnerships, Initiatives, Networks, and Coalitions” and the CGI uses the term “commit-ments”. However, all these terms, despite slight se.The more expensive and luxurious nature of the product that cuts down on the more number of distribution channels as that enhances the pricing.

And more affordable rates or the lower the cost of the product the more it can be floated using the distribution channels suitable to the needs, targets and goals of the business.

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