Determinantes del éxito de las relaciones fabricante-distribuidorEl caso de los concesionarios de automóviles estadounidenses en España
- , Jean-Pierre Lévy Mangin
- , Vanessa Apaolaza Ibañez
- , Patrick Hartmann
ISSN: 1405-0269
Year of publication: 2007
Volume: 14
Issue: 2
Pages: 125-134
Type: Article
More publications in: CIENCIA ergo-sum
Abstract
Relations between manufacturer and dealer are the central point in distribution management. We will analyze the impact of coercive and non-coercive power on cooperation and conflict intermediary variables as well as on the distal variable, satisfaction, in the distribution of the American cars channels of distribution in Spain. The small sample size (46 dealers) forced us to use the PLS regression technique coupled with a bootstrapping. Results show that some manufacturers use a more coercive power in their relations with dealers. This decision has an impact that could be positive or negative on the dealer’s satisfaction.