Dağıtım Kanallarında Üretici-Bayi İlişkilerinde Bağımlılık Kavramı ve Bağlılığın İşbirliği, Bağımlılık ve Memnuniyet Üzerine Etkileri = Dependence and its Iinfluences on Cooperation, Commitment and Satisfaction in Manufacturer-dealer Relationships in Distribution Channels

• Main Authors: Bülent SEZEN, Ebru Tümer KABDAYI, Cengiz YILMAZ
• Format: Article
• Language: English
• Published: Dogus University 2002-01-01
• Series: Doğuş Üniversitesi Dergisi
• Subjects: Distribution Channels; Dealer Dependence; Commitment; Cooperation; Satisfaction
• Online Access: http://journal.dogus.edu.tr/index.php/duj/article/view/210

In this study, we focus on the construct of dependence in working relationships between manufacturer firms and their distributors. We discuss the three facets of the dependence construct (transaction investments, replacability and importance) and their specific effects on manufacturer-distributor relationships. Specifically, the links between dependence and some important relational outcomes (commitment, cooperation and satisfaction) are investigated in detail. The hypotheses developed in the conceptual section of the study are tested using survey data collected from 192 automobile dealers in Turkey. Several implications of the study finding are presented.