The impact of value congruence on marketing channel relationship
Related Research Unit(s)
|Journal / Publication||Industrial Marketing Management|
|Publication status||Published - 1 Apr 2017|
|Link to Scopus||https://www.scopus.com/record/display.uri?eid=2-s2.0-84994140763&origin=recordpage|
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.
- Inter-firm relationships, Marketing channel, Relational governance, Value congruence
Industrial Marketing Management, Vol. 62, 01.04.2017, p. 118-127.
Research output: Journal Publications and Reviews (RGC: 21, 22, 62) › 21_Publication in refereed journal
Wang, JJ & Zhang, C 2017, 'The impact of value congruence on marketing channel relationship', Industrial Marketing Management, vol. 62, pp. 118-127. https://doi.org/10.1016/j.indmarman.2016.08.004
Wang, J. J., & Zhang, C. (2017). The impact of value congruence on marketing channel relationship. Industrial Marketing Management, 62, 118-127. https://doi.org/10.1016/j.indmarman.2016.08.004
Wang JJ, Zhang C. The impact of value congruence on marketing channel relationship. Industrial Marketing Management. 2017 Apr 1;62:118-127. https://doi.org/10.1016/j.indmarman.2016.08.004