Browse > Article

Relational Characteristics and Satisfaction of Foodservice Businesses in Association to Distribution Channels  

Jeon Hyo-Jin (Dept. of Foodservice and culinary Management, Dongseoul Junior College)
Publication Information
Korean journal of food and cookery science / v.22, no.2, 2006 , pp. 250-257 More about this Journal
Abstract
Foodservice industry and distribution business could make mutual prpgress when they join forces in responding to environmental uncertainty in an efficient manner. The purpose of this study was to examine the relational characteristics of domestic food service businesses and distribution firms in conjunction with the distribution channels and ensuing conflicts between them, to present possible alternatives on and how they should communicate with each other to achieve a satisfactory result. The relational characteristics and ensuing conflicts of food service businesses and distribution firms appeared to be significantly characterized by incongruities of target, role and perception. The types of relational characteristics that were triggered by the disagreement of roles and perception combined to decrease the intensity of the relational commitment. A satisfactory transactional relationship served to ease their conflicts caused by perceptual disagreement, and the soos of conflicts that were rooted in the discord of roles and of perception that increased the degree of relational commitment. As for relational performance, relational commitment, satisfaction with distribution channel and satisfaction with suppliers allowed them to maintain their relationship on a long-term basis.
Keywords
Relational Characteristics; Satisfaction; Distribution Channels; Conflict;
Citations & Related Records
연도 인용수 순위
  • Reference
1 Brown James R, Ralph L. 1981. Measure of Manifest Conflict in Distribution Channels, Journal of Marketing Research 18(4): 263-274   DOI   ScienceOn
2 Dwyer, F, Robert, Paul H, Schurr, Sejo Oh. 1987. Development Buyer-Seller Relationships. Journal of Marketing Research 51(2): 11-27   DOI
3 Kale. 2001. Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country. Journal of Marketing 58(1): 63
4 Robert E, Spekman D, Robert Carrawa. 2006. Making the transition to collaborative buyer - seller relationships. An emerging framework Industrial Marketing Management. 35(1): 10-19
5 Hunt SD, Morgan RM. 1994. Relationship Marketing in the Era of Network Competition, Marketing Management 31(2): 90-97
6 Robert F Lusch, James R Brown. 1996. Interdependency, Contracting, and Relational Behavior in Marketing Channels Journal of Marketing 60(3): 19-38   DOI   ScienceOn
7 Anderson E, James CN. 1984. A Model of Distributor's Perspective of Distributor-Manufacturer Working Relationships, Journal of Marketing 48(3): 62-74
8 Ganesan Shankar. 1994. Determinants of Long-Term Orientation in Buyer-Seller Relationships. Journal of Marketing 58(2): 6-19
9 Kevin G Celuch, John H Bantham, Chickery J Kasouf. 2006. An extension of the marriage metaphor in buyer - seller relationships. An exploration of individual level process dynamics Journal of Business Research. V59(5): 573-581
10 Stem Louis W, Adel I, El-Ansary, Anne T Coughlar. 1996. Marketing Channels. 5th ed., Upper Saddle River, NJ: Prentice-Hall, Inc. p 59
11 Morgan RM, SD Hunt. 1994. The Commitment-Trust Theory of Relationship Marketing. Journal of Marketing 58(2): 20-38
12 Mohr Jakki, John R Nevin. 1990. Communication Strategies in Marketing Channels: A Theoretical Perspective. Journal of Marketing 50(3): 20-38
13 Schul Patrick L, E Babakus. 1988. An Examination of the Interfirm Power-Conflict Relationship: The Intervening Role of the Channel Decision Structure, Journal of Retailing 64(4): 363-405
14 Frazier Gary L, Raymond C Rody. 1991. The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels. Journal of Marketing 55(1): 52-69   DOI   ScienceOn
15 Frazier, Gary L, Kersi D Antina. 1995. Exchange Relationships and Interfirm Power in Channels of Distribution, Journal of the Academy of Marketing Science 23(3): 321-326   DOI
16 Doney Patricia M, Joseph P Cannon. 1997. An Examination of the Nature of Trust in Buyer-Seller Relationships, Journal of Marketing 61(2): 35-51   DOI   ScienceOn
17 Cho HJ. 2003. A study on the effects of relational characteristics on conflict between suppliers and distributors. Doctorate thesis. Younsei University of Korea. pp 11-24
18 Anderson JC, B Weitz. 1992. The Use of Pledges to Build and Sustain Commitment in Distribution Channel, Journal of Marketing Research 29(1) : 35-51   DOI   ScienceOn
19 Fornell, Claes, David F Larcker. 1981. Evaluating Structural Models with Unobservable Variables and Measurement Error. Journal of Marketing Research 18(1): 39-50   DOI   ScienceOn
20 Sheth JN, Parvatiyer. 1995. Relationship Marketing in Consumer Markets. Antecedents and Consequences. Journal of the Academy of Marketing Science 23(4): 255-271   DOI
21 Sheer Lisa K, Louis W Stem. 1992. The Effect of Influence Type and Performance Outcomes on Attitude Toward the Influencer. Journal of Marketing Research 29(2): 128-142   DOI   ScienceOn