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- Publisher
- Springer Journals
- Copyright
- Copyright © Academy of Marketing Science 1997
- Subject
- Economics / Management Science; Business/Management Science, general; Marketing; Social Sciences, general
- ISSN
- 0092-0703
- eISSN
- 1552-7824
- DOI
- 10.1177/0092070397253002
- Publisher site
- See Article on Publisher Site
Abstract
The channel literature has paid little attention to issues related to exclusive dealing governance arrangements. Consequently, there is only limited knowledge about how exclusive dealing impacts various channel processes and outcomes. This gap is especially regrettable since exclusive dealing, in addition to being one of the most commonplace governance formats within the distribution channels, is also one of the best exemplars of viable unilateral governance formats. In this initial investigation, the authors explore the linkages among the constructs of exclusive dealing, relationalism, communication, and performance. Empirical data for the study were drawn from the photocopier industry.
Journal
Journal of the Academy of Marketing Science – Springer Journals
Published: Jun 1, 1997
Keywords: Distribution Channel; Governance Arrangement; Nevin; Resale Price Maintenance; Southern Economic Journal