Manufacturer-reseller e-business arrangements: The impact of inequity on relationship performance and the moderating role of dependence

Talai Osmonbekov, Thomas Gruen

Research output: Contribution to journalArticle

6 Scopus citations

Abstract

Manufacturer-reseller e-business arrangements are changing the nature of channel relationships. When manufacturers supply e-business tools to their resellers, resellers may perceive that the benefits of technology are not shared equitably. This research explores this issue by examining two technology based antecedents of perceived inequity from the reseller perspective. We also examine the impact of perceived inequity on relationship performance, and the moderating role of reseller dependence on the proposed inequity-performance link. The results of the empirical test involving a sample of 224 resellers suggest that perceived inequity negatively impacts relationship performance, while reseller dependence plays a moderating role. Implications of these findings for researchers and managers are discussed.

Original languageEnglish (US)
Pages (from-to)872-879
Number of pages8
JournalIndustrial Marketing Management
Volume42
Issue number6
DOIs
StatePublished - Aug 1 2013

Keywords

  • E-business tools
  • Inequity
  • Manufacturer-reseller relationships
  • Performance
  • Reseller dependence

ASJC Scopus subject areas

  • Marketing

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