Abstract
Firms deploying a network strategy frequently adopt a relationship marketing orientation necessitating that they cultivate close relationships with independent firms performing business functions on their behalf. We consider this context by examining the influence of manufacturer conduct on satisfaction of manufacturers' representatives contractually handling their sales function. The manufacturer, termed the principal, determines the quality of sales support and affects the nature of interactions with the representative. For that reason, principals' support quality and leadership styles were assessed using a survey of manufacturers' representatives. These factors and interrelationships are modeled to provide a "road map" for principals wishing to influence the satisfaction of manufacturers' representatives.
Original language | English (US) |
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Pages (from-to) | 125-148 |
Number of pages | 24 |
Journal | Journal of Relationship Marketing |
Volume | 11 |
Issue number | 3 |
DOIs | |
State | Published - Jul 2012 |
Keywords
- agents
- brokers
- manufacturers' representatives, outsourcing sales
- representative's satisfaction
- sales leadership styles
- sales management
- sales support
ASJC Scopus subject areas
- Marketing