The determinants of channel member performance: an empirical investigation, Volume 1

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University of Wisconsin--Madison, 1981 - Business & Economics - 648 pages
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Contents

TABLE OF CONTENTS
ABSTRACT
A Review of Current Thought
6
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Analysis and Holdout asset turnover Behavioral Determinants behavioral variables causal channel environment channel institutions channel member behavior channel member motivation channel member performance channel member resources channel member satisfaction channel member's perceptions channel performance channel phenomena channel structural variables channels literature channels of distribution Churchill and Ford coefficient alpha Coercive Power Sources Comparison Between Analysis conceptual definition conflict and performance Constructs and Performance Constructs and Satisfaction coop advertising dependent variable Descriptive Statistics determinants of channel determinants of performance Differences Between Respondents domain dissensus empirical research expectancy theory Expected Values explain channel Factor Analysis five-point scale Ford model Holdout Sample individual channel member Individuals Receiving Questionnaires Item-to-Total Correlations Items Agreement Measures Least Squares Regressions level of motivation level of performance level of satisfaction marketing intermediaries marketing scholars Matrix measure of channel model of channel motivation to perform multi-item measure Multi-Item Scales Perceived role ambiguity Performance and Effectiveness Performance and Satisfaction Power Source Items Relationship Between Performance Relationship Between Role Resources Component Respondents and Nonrespondents Reward Power Sources Robicheaux and El-Ansary Role Ambiguity Measure role conflict Role Constructs role partners Role Perceptions Component role theory ROV expects ROV products ROV provides ROV sales representative ROV's Ruekert salesperson performance Satisfaction Items Agreement Satisfaction Measure single-item scales Squares Regressions Testing Stern and El-Ansary Stern and Reve Structural Equation Analysis Structural Equation Models subjective probability suggests that channel Test of Differences Testing the Relationship Total Correlation types of trade University of Wisconsin University of Wisconsin-Madison Valence for Performance valence for rewards

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