Performance Implications of Multi -Partner Channel Relationships

Based on the theoretical arguments from transaction cost analysis, agency theory, and social exchange theory, the dissertation examined a model of relationship strength as a function of dependence and relationship fairness perception, developed a classification schema for multi-partner relationships, and tested performance differences of each category of multi-partner relationships. The findings support the significant role of social interactions in forging strong relationships in economically motivated relationships. The findings also suggest that channel members benefit both financially and affectively by their constant efforts in seeking multiple matched relationships which are strong enough to accomplish desired sales or profit objectives.

Name thesis:degree_name

Ph.D.

Level thesis:degree_level

Dissertation

Discipline thesis:degree_discipline

Business Administration

Grantor

University of Illinois at Urbana-Champaign

Year dc:date

2015

Author dc:creator

• Qiu, Tianjiao

Contributors dc:contributor

• Qualls, William J.

• Business Administration, Marketing

Language dc:language

eng

Identifier

(MiAaPQ)AAI3270005

OAI identifier oai:identifier

oai:www.ideals.illinois.edu:2142/84560