Title

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.

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