The impact of value congruence on marketing channel relationship

被引：22

作者：

Wang, Jeff Jianfeng ^{[1
]}

Zhang, Chuang ^{[2
]}

机构：

[1] City Univ Hong Kong, Kowloon, Hong Kong, Peoples R China

[2] Dongbei Univ Finance & Econ, Sch Business Adm, Dalian 116025, Peoples R China

来源：

INDUSTRIAL MARKETING MANAGEMENT | 2017年 / 62卷

关键词：

Value congruence; Relational governance; Inter-firm relationships; Marketing channel; COMMON METHOD VARIANCE; ORGANIZATIONAL VALUES; CORPORATE CULTURE; FORMAL CONTRACTS; PERFORMANCE; TRUST; GOVERNANCE; INFORMATION; BUSINESS; BEHAVIOR;

D O I：

10.1016/j.indmarman.2016.08.004

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Organizational values guide acceptable behavior and provide motivational dynamism. Marketing channel literature has yet to address the impact of values on interfirm exchanges. We propose that value congruence between cooperating firms can be an effective governance method. This research examines the impact of value congruence between manufacturers and their primary distributors. Survey data from 278 manufacturing firms demonstrate that perceived value congruence has a positive effect on distributors' performance. Moreover, information sharing and joint problem solving serve as mechanisms that partially mediate the main effect. This research calls for integration of organizational values into partner selection and marketing channel governance. (C) 2016 Elsevier Inc. All rights reserved.

引用

页码：118 / 127

页数：10

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