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Conflict in Supplier-Retailer Relationships in the Brewery Industry in Cameroon

Author

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  • Altante Désirée Biboum
  • Simon Pierre Sigué

Abstract

The authors develop a theoretical framework to explain conflict in supplier-retailer relationships. In addition to traditional influence strategy variables, the framework links conflict to retailer dependence and supplier formalization. The framework is empirically tested in the Cameroonian brewery industry. The findings support the view that channel conflict is inversely related to retailer dependence and supplier formalization. Contrary to expectations, the use of noncoercive influence strategies (information exchange and recommendations) has no significant effect on conflict, while, as expected, the use of coercive influence strategies (threats and promises) increases conflict.

Suggested Citation

  • Altante Désirée Biboum & Simon Pierre Sigué, 2014. "Conflict in Supplier-Retailer Relationships in the Brewery Industry in Cameroon," Journal of African Business, Taylor & Francis Journals, vol. 15(2), pages 75-84, August.
    • Handle: RePEc:taf:wjabxx:v:15:y:2014:i:2:p:75-84
    DOI: 10.1080/15228916.2014.925361
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    Cited by:

    1. Shaun McQuitty, 2018. "The Purposes of Multivariate Data Analysis Methods: an Applied Commentary," Journal of African Business, Taylor & Francis Journals, vol. 19(1), pages 124-142, January.

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