تاثیر تعارضات عملکردی بر قابلیت بازاریابی در روابط کانال Influence of functional conflicts on marketing capability in channel relationships
- نوع فایل : کتاب
- زبان : انگلیسی
- ناشر : Elsevier
- چاپ و سال / کشور: 2018
توضیحات
رشته های مرتبط اقتصاد
گرایش های مرتبط اقتصاد انرژی
مجله تحقیقات بازاریابی – Journal of Business Research
دانشگاه School of Business Administration – Southwestern University of Finance and Economics – Chengdu – China
منتشر شده در نشریه الزویر
کلمات کلیدی درگیری عملکردی، به اشتراک گذاری دانش، قابلیت نوآوری، قابلیت پاسخگو، کیفیت ارتباط
گرایش های مرتبط اقتصاد انرژی
مجله تحقیقات بازاریابی – Journal of Business Research
دانشگاه School of Business Administration – Southwestern University of Finance and Economics – Chengdu – China
منتشر شده در نشریه الزویر
کلمات کلیدی درگیری عملکردی، به اشتراک گذاری دانش، قابلیت نوآوری، قابلیت پاسخگو، کیفیت ارتباط
Description
1. Introduction Channel conflict, an inevitable issue in channel relationship management (Dwyer, Schurr, & Oh, 1987), can be either a constructive or destructive variable in long-term relationships (Anderson & Weitz, 1992; Bucklin & Sengupta, 1993; Deutsch, 1969; De Dreu & Weingart, 2003; Moorman, Zaltman, & Deshpande, 1992; Grayson & Ambler, 1999;Anderson & Jap, 2005). Researchers classify conflicts as either functional or dysfunctional (e.g., Jehn, 1997): functional conflicts are generally task conflicts that can result in benefits to the team; dysfunctional conflicts are relationship conflicts that are harmful to team performance (Loughry & Amason, 2014). Functional conflicts promote channel relationships by motivating positive effects (e.g., innovation, improved decision-making quality, productivity, and value co-creation) (Amason, 1996; De Dreu, 2006; Mele, 2011; Skarmeas, 2006) and by impeding the “dark side” of long-term relationships, such as their tendency to hinder innovation and inhibit the ability to discover problems (Anderson & Jap, 2005; Grayson & Ambler, 1999; Mooi & Frambach, 2012; Moorman et al., 1992). Therefore, examining the mechanisms of functional conflict in long-term relationships has attracted the attention of management scholars. Accordingly, Webb and Hogan (2002) classifies the consequences of functional conflict as either relationship-related (e.g., satisfaction) or performance-related (e.g., productivity), the two most important outcome variable groups in channel marketing (Anderson & Narus, 1990; Brown, Lusch, & Nicholson, 1996; Pantelia & Sockalingam, 2005).
