TY  - JOUR
AB  - 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.
VL  - 21
IS  - 6
SN  - 0960-0035
DO  - 10.1108/EUM0000000000390
UR  - https://doi.org/10.1108/EUM0000000000390
AU  - Brown James R.
AU  - Lusch Robert F.
AU  - Smith Laurie P.
PY  - 1991
Y1  - 1991/01/01
TI  - Conflict and Satisfaction in an Industrial Channel of Distribution
T2  - International Journal of Physical Distribution & Logistics Management
PB  - MCB UP Ltd
SP  - 15
EP  - 26
Y2  - 2024/04/25
ER  -