The Relationship between Manufacturer and Distributors: Knowledge Transfer and Performance

Redaelli, Emir José; Paiva, Ely Laureano; Teixeira, Rafael

doi:10.1590/1807-7692bar2015150049

Cited by 6 publications

(3 citation statements)

References 82 publications

(100 reference statements)

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“…Manufacturer-distributor relationships comprise repeated interactions for the purpose of mutual benefit (Huang et al, 2014;Redaelli et al, 2015;Krafft et al, 2015). However, despite the importance of the topic, only a few attempts to compare relationship characteristics directly in terms of their relative effect on performance currently exist (Palmatier et al, 2007;Prior, 2012;Wacker et al, 2016;Zaefarian et al, 2016).…”

Section: Distribution Channel Outcomesmentioning

confidence: 99%

Manufacturer–distributor relationships: role of relationship-specific investment and dependence types

Vázquez‐Casielles¹,

Argüelles²,

Neira

2017

JBIM

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Purpose This paper aims to investigate the extent to which relation-specific investments undertaken by the distributor favor the presence of various governance structures (formal contract and relational governance). Furthermore, it examines whether dependence moderates the effect of relationship-specific investments on these governance structures. Design/methodology/approach Survey data were gathered from 224 wholesalers from the food and beverage industry. Hypotheses were tested through regression analysis. Findings This study illustrates that property-based relationship-specific investments have a greater positive impact on the use of formal contracts than knowledge-based relationship-specific investments. Furthermore, knowledge-based relationship-specific investments have a greater positive impact on relational governance than property-based relationship-specific investments. The results also suggest that it is necessary to consider the moderating effect of cost-based dependence and benefit-based dependence. Finally, mixed governance structures (e.g. formal contracts combined with relational governance) have a positive impact on satisfaction and intention to maintain and extend the relationship. Practical implications The findings allow manufacturers to concentrate their efforts on mixed governance structures facilitating relationship-specific investments and benefit-based dependence from distributors to develop a competitive advantage. Originality/value Several investigations have obtained a relationship between investments in specific assets, governance structures and performance. Nevertheless, they have not identified different types of investments in specific assets. This study proposes that there are two types of relationship-specific investments: based on property and based on knowledge. Additionally, a two-dimensional model of dependence (cost-based and benefit-based) allows capturing the different theoretical spheres of this concept.

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Section: Distribution Channel Outcomesmentioning

confidence: 99%

Manufacturer–distributor relationships: role of relationship-specific investment and dependence types

Vázquez‐Casielles¹,

Argüelles²,

Neira

2017

JBIM

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“…Distribution is an important activity for small and large distributor companies. Company decisions in determining strategies affect the smoothness and profits for companies or parties in the distribution chain [10]- [12]. Product allocation and determining delivery routes are very important in a company, delays in product delivery will result in decreased customer satisfaction and can reduce company profits, causing potential losses for the company [13], [14].…”

mentioning

confidence: 99%

Pertamina Gas Product Information System To Support Green Distribution And Sustainable Logistics Based On Android

Ngemba,

Hendra,

Azhar

et al. 2023

IOP Conf. Ser.: Earth Environ. Sci.

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Green distribution can be interpreted as an effort to change distribution methods by considering the impact of distribution on the environment. As a company that handles distribution in urban areas, PT. Kalco Patra Energi often encounters several problems in the distribution process, including frequent overstock or excess inventory and stockouts or inventory shortages caused by the distribution activities of Bright Gas products that have not been planned properly. This study aims to assist companies in dealing with frequent distribution problems and how create systems to support Green Distribution and Sustainable Logistics. This research uses DRP (Distribution Requirement Planning) method with an Extreme Programing system development model. Testing using MAPE (Mean Absolute Percentage Error). The results of this study proved that the DRP method could be implemented using previous Pertamina Gas product orders to determine distribution planning in the future. Based on the results of testing the software functionality, the system is running well. Forecasting accuracy testing using the MAPE method produces very good test criteria. Based on the results of testing, user satisfaction with the system shows that user ratings can be categorized as very high.

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“…Os fabricantes não executam gestão por categorias. A indústria não analisa o preço dos produtos (apenas realiza pesquisas terceirizadas), a posição dos mesmos nas gôndolas e nem fornece sugestões ao varejista (feedback da indústria para o varejo é de grande importância no estabelecimento de parcerias entre esses dois agentes (Radelli et al, 2015)).…”

Section: Gestão Por Categoriasunclassified

Atividades de trade marketing desenvolvidas pela indústria de bens de consumo não duráveis no pequeno varejo alimentar: a perspectiva varejista

Duarte¹

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Agradeço em primeiro lugar a Deus, por me iluminar durante toda minha vida e me abençoar mais uma vez em uma árdua jornada. Agradeço aos meus pais, João Luis e Meire, e aos meus irmãos, Gustavo e Camila, por sempre estarem ao meu lado e me apoiarem para que eu pudesse realizar meus sonhos e alcançar meus objetivos. Sem minha família, este sonho não se concretizaria. Agradeço ao meu orientador, Prof. Dr. Andres Rodriguez Veloso, pela oportunidade concedida de ser seu orientando e poder desenvolver este trabalho. Agradeço também pela oportunidade de monitoria, conselhos e ajuda durante o mestrado. Agradeço a todos os professores que tive contato durante o mestrado, os quais contribuíram significativamente para o meu desenvolvimento acadêmico e condução desta pesquisa.

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The Relationship between Manufacturer and Distributors: Knowledge Transfer and Performance

Cited by 6 publications

References 82 publications

Manufacturer–distributor relationships: role of relationship-specific investment and dependence types

Manufacturer–distributor relationships: role of relationship-specific investment and dependence types

Pertamina Gas Product Information System To Support Green Distribution And Sustainable Logistics Based On Android

Atividades de trade marketing desenvolvidas pela indústria de bens de consumo não duráveis no pequeno varejo alimentar: a perspectiva varejista

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