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This work is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License
Article
Cooperation in Manufacturers—Dealers Relations—Based on Agriculture Materials Industry
Author(s)
Xiaoyan Liu
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DOI:10.17265/1537-1514/2017.07.005
Affiliation(s)
Jianghan University, Wuhan, China
ABSTRACT
The
relations between manufacturers and dealers are complex, especially in
agricultural materials industry. But it received little attention in the
literature. This study uses structural equation modeling techniques to consider
the relationship between the level of cooperation in a manufacture—dealer
network, dependence, coercive and noncoercive bases of power, conflict and
satisfaction through the survey data from agricultural materials industry.
Several strategies for increasing cooperation within distribution channels are
inferred from the results. In the future, strategies to increase cooperation
between manufactures and dealers in agricultural materials industry will grow
in importance as the balance of power shifts toward dealers. The distribution
of interests will be the key problem. The paper provides some initial guidance
toward more cooperative relationships. Several variables—dependence, bases of
power (coercive and noncoercive), and conflict are linked to cooperation; and
both cooperation and conflict are found to influence satisfaction. It must be
noted that our interpretation of the results is based on information collected
from dealers, but not manufacturers.
KEYWORDS
cooperation, manufacturers-dealers, agriculture materials industry
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