A taxonomy of control mechanisms and effects on channel cooperation in China

Yadong Luo, Yi Liu, Leinan Zhang, Ying Huang

Research output: Contribution to journalArticle

30 Citations (Scopus)

Abstract

This study identifies variations of contractual and relational control mechanisms used in governing channel relationships and explores how such variations are related to channel cooperation. Building on the loose coupling logic, assuming that control and cooperation coexist in any loosely structured partnership, we develop a taxonomy that illustrates four metaphorical situations, each respectively indicating a varying degree of control and related cooperative behaviors, in buyer-supplier relationships. We use matched manufacturer-distributor data from China to test theorized configurations through cluster analysis. The results validate the matrix of control mechanisms we proposed and confirm a systematic configuration between each metaphorical situation in the control taxonomy and corresponding cooperative behaviors in commitment, information sharing, compliance to power execution, and dependence continuity.

Original languageEnglish (US)
Pages (from-to)307-326
Number of pages20
JournalJournal of the Academy of Marketing Science
Volume39
Issue number2
DOIs
StatePublished - Apr 2011

Fingerprint

Taxonomy
Control mechanism
China
Cooperative behavior
Distributor
Buyer-supplier relationships
Loose coupling
Continuity
Cluster analysis
Channel relationships
Logic
Information sharing

Keywords

  • Buyer-supplier relationships
  • China
  • Cluster analysis
  • Control
  • Cooperation
  • Loose coupling theory

ASJC Scopus subject areas

  • Business and International Management
  • Economics and Econometrics
  • Marketing

Cite this

A taxonomy of control mechanisms and effects on channel cooperation in China. / Luo, Yadong; Liu, Yi; Zhang, Leinan; Huang, Ying.

In: Journal of the Academy of Marketing Science, Vol. 39, No. 2, 04.2011, p. 307-326.

Research output: Contribution to journalArticle

Luo, Yadong ; Liu, Yi ; Zhang, Leinan ; Huang, Ying. / A taxonomy of control mechanisms and effects on channel cooperation in China. In: Journal of the Academy of Marketing Science. 2011 ; Vol. 39, No. 2. pp. 307-326.
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