Perceptual difference of dependence and its impact on conflict in marketing channels in China: An empirical study with two-sided data

Although many firms have adopted the relational exchange or relationship marketing philosophy for developing long-term inter-firm relationships in marketing channels, the issues pertaining to channel conflict still deserve further investigation. The purpose of this paper is to examine the possible impact of perceptual difference of dependence between members in channel dyads on perceived channel conflict. By analyzing paired data collected from both sides of supplier-retailer dyads in China, we test two hypotheses about perceptual difference of dependence and its impact on conflict. We found that there was considerable perceptual difference of dependence between both sides of the dyads, and that the perceptual difference of dependence asymmetry between the two was positively associated with channel conflict perceived by the supplier side. Both researchers and practitioners should be aware of such differences when confronted with channel conflict issues, especially in international channel settings.     

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坚持创新在我国现代化建设全局中的核心地位，把科技自立自强作为国家发展的战略支撑，需要通过开展技术预见科学判断和前瞻把握先进材料领域的“卡脖子”问题、关键核心技术和未来发展趋势，回答先进材料如何保障国家经济建设、国防安全和人民群众对美好生活向往的一些关键性问题。本研究旨在综合利用无监督机器学习方法、复杂网络理论以及链路预测算法，开展先进材料领域的热点和前沿识别和技术预见，探索性识别出先进材料9个子领域的56个技术方向课题。同时组织开展德尔菲调查，依靠专家智慧，综合考量未来愿景、经济发展、国防建设和民生需求，遴选出面向2035年的10项优先发展技术方向，为党和政府科学决策服务、为推动创新驱动转型和国防安全提供重要的战略支撑。     

Brand Loyalty Versus Store Loyalty: Consumers’ Role in Determining Dependence Structure of Supplier–Retailer Dyads

Purpose: This article aims to integrate consumers into a channel dependence framework and explores the influence of consumers’ brand loyalty and store loyalty on the dependence structure within the supplier–retailer relationship. It also examines effects of the dependence structure on perceived conflict.

Methodology/approach: The authors test the proposed triadic relationship model among department store, supplier, and consumer by collecting matched data from both retailers and consumers in a Chinese retailing channel of sports and leisure apparel. Polynomial regression in conjunction with a response surface analysis (RSA) approach is used to test the hypotheses.

Findings: The results indicate that consumers’ brand loyalty positively affects retailer’s dependence on supplier, while consumers’ store loyalty positively affects supplier’s dependence on retailer. In addition, the retailer’s dependence is higher when consumers’ brand loyalty is higher than store loyalty; the supplier’s dependence is higher when consumers’ store loyalty is higher than brand loyalty; and the retailer’s dependence increases with the increase of both consumers’ brand and store loyalty when consumers’ brand and store loyalty are equal. Moreover, supplier’s dependence has a negative linear effect on retailer’s perceived conflict, whereas retailer’s dependence has an inverted U-shape effect on perceived conflict. A retailer would perceive more conflict when the retailer is relatively more dependent on the supplier; but the symmetrical interdependence has no significant effect on retailer perceived conflict.

Research implications: Researchers are encouraged to explore channel behaviors from a network perspective. Consumers, in particular, should be included in research frameworks related to channel dependence and behaviors. Suggestions for further research on the effects of dependence on the conflict are also proposed.

Originality/value/contribution: This study goes beyond the dyadic paradigm by integrating consumers into the framework of the channel dependence structure. It develops and tests a mechanism of consumers’ brand and store loyalty influencing dependence structure within a supplier–retailer dyad. It also enriches the literature of channel conflict by exploring the effects of retailer and supplier unilateral dependence on retailer perceived conflict with RSA methods.

Practical implications: The article provides several insightful implications for managers in understanding and managing interdependence structure in business-to-business marketing, especially in supplier–retailer relationships.     

元末江南海上护航史略

众所周知，古代中国的海洋文明长期处于领先地位，如三国卫温率队到菲律宾、唐朝鉴真东渡日本、明朝郑和七下西洋等。今年中国首次派遣舰队赴亚丁湾、索马里海域执行远洋护航和平使命，保护了中国商船，扬了国威军威。事实上，执行海上护航并非当代人发明更非国外引进，     

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文化是一个城市的灵魂.曾几何时,青岛被称为"文化沙漠",新中国成立之初,建埠仅有58年的青岛,在城市文化方面,的确显得有些底气不足.然而,在新中国成立至今的60年里,青岛的文化事业取得了令人瞩目的成就;人民的精神文化生活得到了极大的改善和提高.     

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