Interdisciplinary research: Challenges and solutions

Gelfand, Michele J.; Salmón, Elizabeth; Abbe, Allison; Burke, C. Shawn; Fulmer, Ashley; Goodwin, Gerald F.; Ilgen, Daniel R.; Klein, Katherine J.; Severance, Laura

doi:10.1037/e518392013-438

Cited by 1 publication

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“…In exchange relationships, there are always disagreements and conflicts . However, the presence of commitment in the relationship is an incentive to resolve any differences either collaboratively or functionally (Gelfand et al, 2011). This incentive to seek a cooperative solution (Morgan & Hunt, 1994) is due to the fact that, in order to arrive at this status in the relationship, a process of consolidation over time is necessary, and the difficulties involved in achieving this act as a deterrent towards any decisions that may cause a breach of the relationship (Mpinganjira et al, 2017).…”

Section: Literature Review and Hypothesesmentioning

confidence: 99%

Participation of SME distributors in the gray market: An empirical analysis of Spanish firms

Arias¹

2021

SBIR

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Within the distribution channels of fast-moving consumer goods (FMCG), the negotiating of agreements with official suppliers is critical for the performance of small and medium-sized (SME) distributors. These distributors are limited by their size and negotiating power, which is significantly lower than that of their suppliers, leading them to seek alternative supply sources, such as that provided by the gray market. The participation of SME distributors in the gray market is not only conditioned by the negotiations with their official suppliers, but also by the role played by the size of the gray market and by the relationship with their suppliers. The literature shows very few studies into SMEs within this area of the distribution channel, so this article contributes an explanatory model of this phenomenon. Based on a sample of 181 Spanish distribution companies, our results confirm that negotiation is a favorable element, while granting limited importance to the role of the relationship. In addition, we find evidence of the key role of commitment between parties in a situation as peculiar as that of parallel marketing channels.

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Section: Literature Review and Hypothesesmentioning

confidence: 99%

Participation of SME distributors in the gray market: An empirical analysis of Spanish firms

Arias¹

2021

SBIR

View full text Add to dashboard Cite

show abstract

Interdisciplinary research: Challenges and solutions

Cited by 1 publication

References 0 publications

Participation of SME distributors in the gray market: An empirical analysis of Spanish firms

Participation of SME distributors in the gray market: An empirical analysis of Spanish firms

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