RETRACTED: Antecedents to Customer Dependency in Buyer–Seller Relationship: A BOP Retailer Investigation

Koul, Surabhi; Sinha, Piyush Kumar; Mishra, Hari Govind

doi:10.1177/0972150916630472

Cited by 6 publications

(5 citation statements)

References 104 publications

(161 reference statements)

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“…Also, relationship drives the customer engagement in traditional stores. A study conducted by Koul et al (2016) also empirically proves the relationship building as an antecedent to CD in unorganised retailing. So we can argue that the relationship between CD and CL may vary with different store formats.…”

Section: Role Of Store Formatsmentioning

confidence: 81%

Customer dependence and customer loyalty in traditional and modern format stores

Mishra

Sinha

Koul

2017

JIBR

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Purpose The purpose of this paper is to examine the relationship between customer loyalty and customer dependence in the context of modern format and traditional format stores. In the process, the role of switching cost and trust in this relationship has been explored. Design/methodology/approach Building on the literature, the authors have postulated a conceptual model and formulated relevant hypotheses. Quantitative methodology is applied with previously established. The data were collected through convenient sampling. Methods like Factor analysis, cross-tab and regression analysis have been used. Findings The findings indicate a significant relationship between customer loyalty and customer dependence. Switching cost and trust have been found to have a moderating effect over the relationship in both modern and traditional environments. Research limitations/implications The limitation is the restriction to the Jammu context. The studies have brought about the difference in attitudinal and behavioural loyalty. Future research can be carried out on the role of dependence in explaining and strengthening this relationship. Originality/value The present study provides an insight into for the customer loyalty and customer dependence in the context of modern and traditional retail formats.

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Section: Role Of Store Formatsmentioning

confidence: 81%

Customer dependence and customer loyalty in traditional and modern format stores

Mishra

Sinha

Koul

2017

JIBR

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“…Traditionally the manufacturers sold and distributed their products through local distributors that distributed manufacturer products to around half a million traditional small retailers in the country (Aman & Hopkinson, 2010). The distributors employed salesmen who delivered the products to these small scale retailers and wholesalers in urban as well as rural areas (Koul, Sinha, & Mishra, 2016). Entry of MM provided an alternative channel in Pakistan, in which manufacturers sold their products directly to MM, bypassing the traditional channel, and as a result tried to eliminate the role of traditional distributors.…”

Section: The Prolegomenonmentioning

confidence: 99%

Managing Internal Marketing Channel Conflict: A Proposal for Narrative Epistemology

Aman

2019

Global Business Review

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This article calls for extending the understanding and management of the channel conflict that occurs between competing sales teams inside a manufacturer organization. This internal battle occurs as the sales teams try to sell manufacturer products to two different channel members (e.g., retailers, wholesalers, etc.) in the same market and, as a result, compete for quotas, sales targets, promotional budgets, etc. The article argues that by drawing on narrative epistemology, which has extensively been applied in management research, marketing scholars and practitioners can gain novel insights through which understanding and management of internal channel conflict could be enhanced. An epistemological review of the extant literature on the topic in the field of Industrial Marketing is presented. Drawing on the narrative method, three narratives told by competing groups in the context of Pakistan’s evolving fast moving consumer goods (FMCG) distribution channel are constructed, and an empirical model is developed for narrative analysis. It is shown that the understanding of various narrative logics and alignments can help in positive interventions in the channel story network.

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“…A distributor dependent on the manufacturer due to its inability to replace the benefits that derive from the current relationship believes that the value obtained from exchanges with the manufacturer cannot be obtained from alternative providers (Koul et al, 2016). As a result of this benefit-based dependence, the distributor has a greater tendency to perceive goals and values congruence with the manufacturer (Scheer et al, 2010).…”

Section: Moderating Effects Of Dependencementioning

confidence: 99%

“…Researchers on relational exchange theory (RET) have attempted to explain how relational governance can resolve the hold-up problem by introducing new governance structures based on constructs such as "relational norms" (Heide, 1994), "trust" and "commitment" (Morgan and Hunt, 1994;Koul et al, 2016;Chen et al, 2017;Mpinganjira et al, 2017), "flexibility" (Chu et al, 2012), "distributive fairness" (Cui and Mallucci, 2016;Zaefarian et al, 2016) and "information exchange" (Frazier et al, 2009;Vázquez-Casielles et al, 2013).…”

Section: Introductionmentioning

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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RETRACTED: Antecedents to Customer Dependency in Buyer–Seller Relationship: A BOP Retailer Investigation

Cited by 6 publications

References 104 publications

Customer dependence and customer loyalty in traditional and modern format stores

Customer dependence and customer loyalty in traditional and modern format stores

Managing Internal Marketing Channel Conflict: A Proposal for Narrative Epistemology

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

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