Research ArticleOpen AccessGoogle Scholar indexed
Research on the Choice of Chinese Forest Products Channel Model: Commitment Perspectives
Business School of Center South of Forest and Technology University, Changsha, China
Business School of Center South of Forest and Technology University, Changsha, China
- 1 Business School of Center South of Forest and Technology University, Changsha, China
- 2 Business School of Center South of Forest and Technology University, Changsha, China
Copy link · social · email
Abstract
In researching channel relation it can be found that different negotiating abilities (channel power) decide commitment levels and different commitment levels decide the choice of channel model if we research the channel model choice of forest products in the perspective of channel members’ commitments. So leading enterprises, forest growers and distributors need to decide their commitment level according to their own negotiating ability in the channel system, and then choose right channel model.
KeywordsForest Product ChannelCommitmentNegotiating AbilityChannel Model
- Ganesan, S. (1994) Determinants of Long-Term Orientation in Buyer-Seller Relationship. Journal of Marketing, 5, 32-35. http://dx.doi.org/10.2307/1252265
- Noordeewier, T.G., George, J. and Nevin, J.R. (1990) Performance Outcomes of Purchasing Arrangement in Industrial Buyer-Vendo Relationship. Journal of Marketing, 6, 56-58.
- Anderson, E. and Weitz, B. (1992) The Use of Pledges to Build and Sustain Commitment in Distribution Channels. Journal of Marketing Research, 29, 21-26. http://dx.doi.org/10.2307/3172490
- Wang, Z.H., Ni, X.J., Li, H.Z. and Wang, Y. (2003) Study on Relational Commitment Value of Channel Members. Commercial Research, 9, 63-65.
- Yang, J. (2007) Study on Channel Relation Model of Mobile Phone Based on Trust and Commitment. Zhejiang Industrial and Commercial University, Zhejiang.
- Kim, K. and Frazier, G.L. (1996) A Typology of Distribution Channel Systems: A Contextual Approach. International Marketing Review, No. 1.
- Morgan, R.M. and Hunt, S.D. (1994) The Commitment-Trust Theory of Relationship Marketing. Journal of Marketing, 7, 18-23. http://dx.doi.org/10.2307/1252308
- Heide, J.B. and John, G. (1988) The Role of Dependence Balancing in Safeguarding Transaction-Specific Assets in Conventional Channels. Journal of Marketing, No. 1.
- Zhang, J.Y. (2005) Relational Channel: A Channel Structure Appearing Day by Day. Financial Economy, No. 10.
- Crosby, L.A., Evans, K.R. and Cowles, D. (1990) Relationship Quality in Service Selling: An Interpersonal Influence Perspective. Journal of Marketing, No. 3.
- Kwon, I.W.G. and Suh, T. (2004) Factors Affecting the Level of Trust and Commitment in Supply Chain Relationship. The Journal of Supply Chain Management, No. 7.
- Dwyer, F.R. (1982) Channel-Member Satisfaction: Laboratory Insights. Journal of Retailing, 11, 45-65.
- Garbarino, E. and Johnson, M.S. (1999) The Difference Roles of Satisfaction, Trust and Commitment in Customer Relationships. Journal of Marketing, 2, 55-59.