Negotiation in Channels of Distribution: Conditions, Behavior, and Outcomes
Document Type
Article
Publication Date
1993
Publication Title
Journal of Marketing Channels
First Page
53
Last Page
78
DOI
http://dx.doi.org/10.1300/J049v03n02_05
Abstract
A model of the negotiation process is developed and tested on a sample of motor carriers that provide contractual service in distribution channels. The result indicate that expectation of continuity in a channel relationship leads to cooperative negotiating behavior. This cooperative (integrative) negotiating behavior, in turn, results in mutually beneficial outcomes. In addition, perceived dependence has a weak effect on negotiating behavior and outcomes. Managers are advised about conditions and outcomes of the use of both cooperative and arms-length negotiating strategies.
Rights
Version of record can be found through Taylor and Francis.
Recommended Citation
Osland, Gregory E. and Rhinehart, Lloyd M., "Negotiation in Channels of Distribution: Conditions, Behavior, and Outcomes" (1993). Scholarship and Professional Work - Business. 229.
https://digitalcommons.butler.edu/cob_papers/229
