The DOI matches its Crossref record; 4 of the 4 references it cites were found in a registry or an index.
Conflict Resolution Processes in Contractual Channels of Distribution
Abstract
On the basis of power theory, theory of relational exchange, and related literature from the fields of organizational behavior, political science, and communications, a set of hypotheses are derived to predict the choice of the four archetypal conflict resolution strategies proposed by March and Simon. Specifically, the contingent impacts of issue characteristics, dependency, and the emergent sentiments of relationalism on this choice behavior are evaluated empirically within the franchised channel of fast food restaurants. The results reveal a high overall incidence of the integrative problem-solving approach, but a preference for third-party intervention when the disputed issues involve high stakes, complexity, and policy connotations and when the franchisee dependency is rated high.
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Cites
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139
The Service Encounter: Diagnosing Favorable and Unfavorable Incidents
Bitner, M. J., Booms, B. H., & Tetreault, M. S. (1990) · Journal of Marketing · doi:10.2307/1252174 · Cited by 4,860
Statistical Power Analysis for the Behavioral Sciences
(1977) · doi:10.1016/c2013-0-10517-x · Cited by 2,457
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Perreault, W. D., & Leigh, L. E. (1989) · Journal of Marketing Research · doi:10.2307/3172601 · Cited by 1,575
Cited by
The Critical Incident Technique in Service Research
Gremler, D. D. (2004) · Journal of Service Research · doi:10.1177/1094670504266138 · Cited by 1,078
Personal Selling and Sales Management: A Relationship Marketing Perspective
Weitz, B. A., & Bradford, K. D. (1999) · Journal of the Academy of Marketing Science · doi:10.1177/0092070399272008 · Cited by 800
ManyEyes: a Site for Visualization at Internet Scale
Viegas, F. B., Wattenberg, M., van Ham, F., Kriss, J., & McKeon, M. (2007) · IEEE Transactions on Visualization and Computer Graphics · doi:10.1109/tvcg.2007.70577 · Cited by 720
Examining the Impact of Destructive Acts in Marketing Channel Relationships
Hibbard, J. D., Kumar, N., & Stern, L. W. (2001) · Journal of Marketing Research · doi:10.1509/jmkr.38.1.45.18831 · Cited by 507
Goo, J., Kishore, R., Rao, H. R., & Nam, K. (2009) · MIS Quarterly · doi:10.2307/20650281 · Cited by 489
Metadata
- Authors
- Dant, R. P., & Schul, P. L.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1992-01
- Volume
- 56
- Issue
- 1
- Pages
- 38-54
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2317921731
- Cited by
- 380
- References
- 4
- FWCI
- 48.54
- Type
- journal article
- Language
- en
- Open access
- closed
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
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