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KANAL ÜYELERİNİN BAĞLILIĞI: PLASTİK BORU SEKTÖRÜNDE DAĞITICI İŞLETMELERİN BAĞLILIĞI ÜZERİNE BİR ARAŞTIRMA

Year 2005, Volume: 6 Issue: 23, 147 - 160, 10.01.2005

Abstract

Bir işletmeye olan bağlılık; müşterinin işletmeye güven duyması ve ilişkinin sürdürülmeye değer olması beklentisidir. Üretici işletmeye destek olmak isteyen dağıtıcıların olması, onların, üretici işletme ile olan ilişkilerinden daha çok tatmin olduğu ve dolayısı ile üretici işletmeye bağlılık duymasını gerektirir. Dağıtım kanalı üyeleri arasında gerekli bağlılığı sağlayabilen üretici işletmeler, dağıtım kanalı yönetiminde başarılı olmanın temellerini atmış olmaktadırlar. Araştırma, dağıtıcı işletmelerin bağlılığını etkileyen faktörlerin belirlenmesini amaçlamaktadır. Araştırmanın amacı doğrultusunda, yoğun literatür taraması sonucunda, dağıtıcı işletmelerin bağlılığına ilişkin bir model geliştirilmiştir. Geliştirilen bir soru formu aracılığıyla, Türkiye’deki belli başlı plastik üreticisi işletmenin 400 dağıtıcısına ulaşılmıştır. Faktör ve regresyon analizleri yardımı ile toplanılan veriler analiz edilmiştir.

References

  • [1] Anderson, J.C., & Narus, J.A. (1984). A Model of the Distributoıs Perspective of the Distributor-Manufacturer Workıng Relationships. Journal of Marketing, 48, Fail, ss.62-74.
  • [2] Anderson, J.C., & Narus, J.A. (1990). A Model of the Distribütör Fiıms and Manufacturer Firms Working Partnerships. Journal of Marketing, 54, Fail, ss.42-58.
  • [3] Dwyer, R.F., Schrurr, P.H., & Oh, S. (1987). Developing Buyer-Seller Relationships. Journal of Marketing, 51, April, ss.l 1-27.
  • [4] Heide, J.B., & John, G. (1988). The Role of Dependence Balancing in Safeguarding Transaction-Specific Asset in Conventional Channels. Journal of Marketing, 52, January, ss.20-35.
  • [5] Heide, J.B. (1994). Interorganizational Governance in Marketing Channels. Journal of Marketing, 58, January, ss.71-85.
  • [6] Lewis, M.C., & Lambert, D.M. (1991). A Model of Channel Member Performance, Dependence, and Satisfaction. Journal of Retailiııg, 67(2), ss.205-225.
  • [7] Skinner, S.J., Gassenheimer, J.B., & Kelley, S.W. (1992). Cooperation in Supplier-Dealer Relations. Journal of Retailiııg, 68(2), ss.174-193.
  • [8] Olsen, J., & Granzin, K.L. (1993). Using Channel Constructs to Explain Dealers’ Willingness to Help Manufactuı ers Combat Counterfeiting. Journal of Business Research, 27, ss.l47-170.
  • [9] Gundlach, G.T., & Cadotte, E.R. (1994). Exchange Interdependence and Interfirm Interaction: Research in Simulated Channel Setting. Journal of Marketing Research, XXXI, ss.516-532.
  • [10] Anderson, J.C., Hakanson, H„ & Johanson, J. (1994). Dyadic Business Relationships Within a Business Network Context. Journal of Marketing, 58, ss.1-15.
  • [11] Wilson, D.T. (1995). An Integrated Model of Buyer-Seller Relationships. Journal of the Academy of Marketing Science, 23(4), ss.335-345.
  • [12] Joseph, W.B., Gardner, J.T., Thach, S., & Veınon, F. (1995). How Industrial Distributors Vievv Distributor- Supplier Partnership Arrangements. Industrial Marketing Management, 24(1), ss.27-36.
  • [13] Young, J.A., Gilbert, F.W., & Mclntyre, F.S. (1996). An Investigation of Relationalism across a Range of Marketing Relationships and Alliances. Journal of Business Research, 35, ss.139-151.
  • [14] Tüten, T.L., & Urban, D.J. (2001). An Expanded Model of Business-to-Business Partnership Formation and Success. Industrial Marketing Management, 30, ss.l49-164.
  • [15] Mirani, R., Moore, D., & Weber, J.A. (2001). Emerging Technologies for Enhancing Supplieı-Reseller Partnerships. Industrial Marketing Management, 30, ss.101-114
  • [16] Bensaou, M, & Anderson, E. (1999). Buyer-Supplier Relations in Industrial Markets: When Do Buyer Risk Making Idiosyncratic Investments? Organization Science, 10(4), ss.460-481.
  • [17] Rodriguez, C.M., & Wilson, D.T. (2002). Relationship Bonding and Trust as a Foundation for Commitment in U.S.-Mexican Strategic Alliances: A Structural Equation Modeling Approach. Journal of Marketing, 10(4), ss.53-76.
  • [18] Ruyter, K., Moorman, L., & Lemmink, J. (2001). Antecedents of Commitment and Trust in Customer-Supplier Relationships in High Technology Markets. Industrial Marketing Management, 30, ss.271-286.
  • [19] Coote, L.V., Forrest, E.J., & Tam, T.W. (2003). An Investigation into Commitment in non-Westeın Industrial Marketing Relationships. Industrial Marketing Management, 32(7), ss. 1-10.
  • [20] Kwon, I.W., & Suh, T. (2004). Factor Affecting the Level of Trust and Commitment Supply Chain Relationships. The Journal of Supply Chain Management, 40(2). Spring, ss.4- 14.
Year 2005, Volume: 6 Issue: 23, 147 - 160, 10.01.2005

Abstract

References

  • [1] Anderson, J.C., & Narus, J.A. (1984). A Model of the Distributoıs Perspective of the Distributor-Manufacturer Workıng Relationships. Journal of Marketing, 48, Fail, ss.62-74.
  • [2] Anderson, J.C., & Narus, J.A. (1990). A Model of the Distribütör Fiıms and Manufacturer Firms Working Partnerships. Journal of Marketing, 54, Fail, ss.42-58.
  • [3] Dwyer, R.F., Schrurr, P.H., & Oh, S. (1987). Developing Buyer-Seller Relationships. Journal of Marketing, 51, April, ss.l 1-27.
  • [4] Heide, J.B., & John, G. (1988). The Role of Dependence Balancing in Safeguarding Transaction-Specific Asset in Conventional Channels. Journal of Marketing, 52, January, ss.20-35.
  • [5] Heide, J.B. (1994). Interorganizational Governance in Marketing Channels. Journal of Marketing, 58, January, ss.71-85.
  • [6] Lewis, M.C., & Lambert, D.M. (1991). A Model of Channel Member Performance, Dependence, and Satisfaction. Journal of Retailiııg, 67(2), ss.205-225.
  • [7] Skinner, S.J., Gassenheimer, J.B., & Kelley, S.W. (1992). Cooperation in Supplier-Dealer Relations. Journal of Retailiııg, 68(2), ss.174-193.
  • [8] Olsen, J., & Granzin, K.L. (1993). Using Channel Constructs to Explain Dealers’ Willingness to Help Manufactuı ers Combat Counterfeiting. Journal of Business Research, 27, ss.l47-170.
  • [9] Gundlach, G.T., & Cadotte, E.R. (1994). Exchange Interdependence and Interfirm Interaction: Research in Simulated Channel Setting. Journal of Marketing Research, XXXI, ss.516-532.
  • [10] Anderson, J.C., Hakanson, H„ & Johanson, J. (1994). Dyadic Business Relationships Within a Business Network Context. Journal of Marketing, 58, ss.1-15.
  • [11] Wilson, D.T. (1995). An Integrated Model of Buyer-Seller Relationships. Journal of the Academy of Marketing Science, 23(4), ss.335-345.
  • [12] Joseph, W.B., Gardner, J.T., Thach, S., & Veınon, F. (1995). How Industrial Distributors Vievv Distributor- Supplier Partnership Arrangements. Industrial Marketing Management, 24(1), ss.27-36.
  • [13] Young, J.A., Gilbert, F.W., & Mclntyre, F.S. (1996). An Investigation of Relationalism across a Range of Marketing Relationships and Alliances. Journal of Business Research, 35, ss.139-151.
  • [14] Tüten, T.L., & Urban, D.J. (2001). An Expanded Model of Business-to-Business Partnership Formation and Success. Industrial Marketing Management, 30, ss.l49-164.
  • [15] Mirani, R., Moore, D., & Weber, J.A. (2001). Emerging Technologies for Enhancing Supplieı-Reseller Partnerships. Industrial Marketing Management, 30, ss.101-114
  • [16] Bensaou, M, & Anderson, E. (1999). Buyer-Supplier Relations in Industrial Markets: When Do Buyer Risk Making Idiosyncratic Investments? Organization Science, 10(4), ss.460-481.
  • [17] Rodriguez, C.M., & Wilson, D.T. (2002). Relationship Bonding and Trust as a Foundation for Commitment in U.S.-Mexican Strategic Alliances: A Structural Equation Modeling Approach. Journal of Marketing, 10(4), ss.53-76.
  • [18] Ruyter, K., Moorman, L., & Lemmink, J. (2001). Antecedents of Commitment and Trust in Customer-Supplier Relationships in High Technology Markets. Industrial Marketing Management, 30, ss.271-286.
  • [19] Coote, L.V., Forrest, E.J., & Tam, T.W. (2003). An Investigation into Commitment in non-Westeın Industrial Marketing Relationships. Industrial Marketing Management, 32(7), ss. 1-10.
  • [20] Kwon, I.W., & Suh, T. (2004). Factor Affecting the Level of Trust and Commitment Supply Chain Relationships. The Journal of Supply Chain Management, 40(2). Spring, ss.4- 14.
There are 20 citations in total.

Details

Primary Language Turkish
Journal Section Eski Sayılar
Authors

Sema Yolaç This is me

Publication Date January 10, 2005
Published in Issue Year 2005 Volume: 6 Issue: 23

Cite

APA Yolaç, S. (2005). KANAL ÜYELERİNİN BAĞLILIĞI: PLASTİK BORU SEKTÖRÜNDE DAĞITICI İŞLETMELERİN BAĞLILIĞI ÜZERİNE BİR ARAŞTIRMA. Öneri Dergisi, 6(23), 147-160.

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Öneri

Marmara UniversityInstitute of Social Sciences

Göztepe Kampüsü Enstitüler Binası Kat:5 34722  Kadıköy/İstanbul

e-ISSN: 2147-5377