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Distribution Channel Relational Cohesion Exchange Model: A Small‐to‐Medium Enterprise Manufacturer's Perspective

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  • Richard Chinomona
  • Julian Ming‐sung cheng

Abstract

This study investigated the influence of dealers' expert, referent, and legitimate sources of power on small‐to‐medium enterprise manufacturers' relationship commitment in distribution channel systems. A theoretical model drawing on the relational cohesion theory and the extant marketing literature is developed and tested empirically using a sample data set of 452 from imbabwe. In this model, expert, referent, and legitimate powers are the predictors, whereas trust, cooperation, and relationship satisfaction are the mediators, and relationship commitment is the outcome variable. Analysis reveals that these three powers positively influence the mediators and outcome variable in a significant way, except for legitimate power to cooperation relationship. Managerial implications and future studies are suggested.

Suggested Citation

  • Richard Chinomona & Julian Ming‐sung cheng, 2013. "Distribution Channel Relational Cohesion Exchange Model: A Small‐to‐Medium Enterprise Manufacturer's Perspective," Journal of Small Business Management, Taylor & Francis Journals, vol. 51(2), pages 256-275, April.
    • Handle: RePEc:taf:ujbmxx:v:51:y:2013:i:2:p:256-275
    DOI: 10.1111/jsbm.12011
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    Cited by:

    1. S. Naidoo & Krishna K. Govender, 2022. "Exploring the Relationship between Organizational Culture, Organizational Commitment and Performance in Commercial Banks in Two African Countries," International Review of Management and Marketing, Econjournals, vol. 12(6), pages 64-76, November.

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