Identification and Confirmation of Variables Influencing Manufacturer-Dealer Relationships for Steel and Allied Products

Authors

  •   Shailendra Dasari Dean & Campus Head, IBS Business School, 231, Baba Sabara Palya, Near Kengeri Check Post, Kengeri, Bangalore-560 060
  •   Rupa Gunaseelan Professor, Department of School of Management, Bharathiar University, Coimbatore-641 046, Tamil Nadu
  •   Geetha Suresh Associate Professor, University of Louisville, Kentucky

DOI:

https://doi.org/10.17010/ijom/2015/v45/i3/79963

Keywords:

Channel Relationships

, Exploratory and Confirmatory Factor Analysis, Measurement Model

Paper Submission Date

, March 31, 2014, Paper sent back for Revision, December 2, Paper Acceptance Date, January 8, 2015.

Abstract

Purpose: This study aimed to identify and confirm the variables influencing manufacturer-dealer relationships for steel and allied products.

Approach and Methodology: The variables influencing manufacturer-dealer relationships were identified using exploratory factor analysis (EFA). Reliability and validity of the factors were established through confirmatory factor analysis using structural equation modeling.

Findings: Eight factors accounting for 78% of the total variance were identified . Out of these, five are antecedents, one is a mediating variable, and the other two are outcome variables.

Practical Relevance: Findings of this study would help manufacturers understand the variables that influence the channel relationships and research further into the dynamics of channel relationships for fine-tuning their strategies.

Original Contribution: New constructs, that is, Supplier Critical Support and Supplier Versatility have been added to the existing body of literature, which in conjunction with the variables already identified and established by earlier scholars provide the framework for understanding the dynamics of channel relationships. A composite construct, that is, Relationship Strength was also conceptualized and operationalized.

Research Type: Descriptive research conducted in a pre-determined geographical area.

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Published

2015-03-01

How to Cite

Dasari, S., Gunaseelan, R., & Suresh, G. (2015). Identification and Confirmation of Variables Influencing Manufacturer-Dealer Relationships for Steel and Allied Products. Indian Journal of Marketing, 45(3), 7–23. https://doi.org/10.17010/ijom/2015/v45/i3/79963

Issue

Volume 45, Issue 3, March 2015

Section

Articles
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Scopus
Google Scholar
Europe PMC

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