The influence of leadership style on co‐operation in channels of distribution
International Journal of Physical Distribution & Logistics Management
ISSN: 0960-0035
Article publication date: 1 August 1996
Abstract
The manufacturer depends on channel members for the performance of marketing functions. Therefore, the channel participants need to co‐operate with one another while simultaneously pursuing independent as well as systemic goals. Examines how co‐operation among distribution channel members can be fostered through the use of participative, supportive and directive leadership styles foster channel member co‐operation and assesses the relationship between co‐operation and channel member performance. Develops a conceptual model and empirically tests the linkages among the variables on data drawn from a survey of key informants in a sample of automobile dealerships. Shows that participative, supportive and directive leadership styles are directly related to channel member co‐operation, which, in turn, is positively associated with channel member performance.
Keywords
Citation
Mehta, R., Larsen, T. and Rosenbloom, B. (1996), "The influence of leadership style on co‐operation in channels of distribution", International Journal of Physical Distribution & Logistics Management, Vol. 26 No. 6, pp. 32-59. https://doi.org/10.1108/09600039610125198
Publisher
:MCB UP Ltd
Copyright © 1996, MCB UP Limited