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Title:Performance Implications of Multi -Partner Channel Relationships
Author(s):Qiu, Tianjiao
Doctoral Committee Chair(s):Qualls, William J.
Department / Program:Business Administration
Discipline:Business Administration
Degree Granting Institution:University of Illinois at Urbana-Champaign
Subject(s):Business Administration, Marketing
Abstract:Based on the theoretical arguments from transaction cost analysis, agency theory, and social exchange theory, the dissertation examined a model of relationship strength as a function of dependence and relationship fairness perception, developed a classification schema for multi-partner relationships, and tested performance differences of each category of multi-partner relationships. The findings support the significant role of social interactions in forging strong relationships in economically motivated relationships. The findings also suggest that channel members benefit both financially and affectively by their constant efforts in seeking multiple matched relationships which are strong enough to accomplish desired sales or profit objectives.
Issue Date:2007
Description:150 p.
Thesis (Ph.D.)--University of Illinois at Urbana-Champaign, 2007.
Other Identifier(s):(MiAaPQ)AAI3270005
Date Available in IDEALS:2015-09-25
Date Deposited:2007

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