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Conflict and Satisfaction in an Industrial Channel of Distribution

International Journal of Physical Distribution & Logistics Management

ISSN: 0960-0035

Article publication date: 1 June 1991

Abstract

A conceptual model was developed of distribution channel members′ manifest conflicts and their satisfaction. From this model, hypotheses are generated, aimed at untangling the causal relationship between these two constructs. Both a meta‐analysis of previous research and this first longitudinal study of distribution channel behaviour in the aircraft industry in North America of distribution channel behaviour uncovered a negative, contemporaneous relationship between satisfaction and conflict. Empirical study in the channel for an industrial product found the effect of channel member satisfaction over time to be mediated by the extent of manifest conflict. The impact of manifest conflict was found to be mediated by the degree of channel member satisfaction. In other words, channel member satisfaction and manifest conflict within the channel were both antecedents and consequences of each other.

Keywords

Citation

Brown, J.R., Lusch, R.F. and Smith, L.P. (1991), "Conflict and Satisfaction in an Industrial Channel of Distribution", International Journal of Physical Distribution & Logistics Management, Vol. 21 No. 6, pp. 15-26. https://doi.org/10.1108/EUM0000000000390

Publisher

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MCB UP Ltd

Copyright © 1991, MCB UP Limited