Title

Manufacturer Perceptions of the Consequences of Task and Emotional Conflict Within Domestic Channels of Distribution

Author Info

Gregory M. Rose, University of Washington - Tacoma Campus
Aviv Shoham, University of Haifa
Stern Neill, University of Washington - Tacoma CampusFollow
Ayalla Ruvio, University of Haifa

Recommended Citation

Postprint version. Published in Journal of Business Research, Volume 60, Issue 4, January 1, 2007, pages 296-304.

NOTE: At the time of publication, the author Stern Neill was not yet affiliated with Cal Poly.

The definitive version is available at https://doi.org/10.1016/j.jbusres.2006.11.007.

Abstract

This study examines manufacturer' perceptions of task and emotional conflict in domestic channels of distribution. Both are expected to depend on three antecedents (centralization, esprit de corps, and communication barriers) and to affect performance relative to competitors and manufacturer's satisfaction directly and indirectly through strategy quality. The results support a positive link between task and emotional conflict and the deleterious effect of emotional conflict on satisfaction and performance.

Disciplines

Marketing

Copyright

2006 Elsevier.