Steven J. Skinner, Jule B. Gassenheimer, and Scott W. Kelley. Cooperation in Supplier-Dealer Relations. Journal of Retailing, 68(2):174, 1992.
@article{skinner_cooperation_1992,
abstract = {Cooperation between members of a channel of distribution has received little attention in the literature. This study uses structural equation modeling techniques to consider the relationship between the level of cooperation in a supplier-dealer network and dependence, coercive, and noncoercive bases of power, conflict, and satisfaction. Results indicate that dependence and noncoercive bases of power have a positive impact on cooperation, while coercive bases of power have a negative impact on cooperation. Coercive bases of power are positively related to conflict and noncoercive bases of power are inversely related to conflict. In addition, conflict has a negative impact on cooperation. Finally, cooperation was found to lead to more satisfying supplier-dealer relationships, while conflict reduces satisfaction. Several strategies for increasing cooperation within distribution channels are inferred from the results.},
author = {Skinner, Steven J. and Gassenheimer, Jule B. and Kelley, Scott W.},
issn = {00224359},
journal = {Journal of Retailing},
number = {2},
pages = {174},
title = {Cooperation in {{Supplier}}-{{Dealer Relations}}},
volume = {68},
year = {1992}
}