Abstract
This paper reports on an exploratory study of factors affecting the degree of voluntary information sharing by dealers in a distribution network. The dealer network of a manufacturer of materials for the construction and manufacturing industries provided the setting for the study. Results suggest that information sharing behaviour is shaped by mixed motives. Resource flows and dealer perceptions of the manufacturer's role performance emerged as the most important predictors of information sharing by dealers. Intrachannel competition was also negatively related to the flow of information from dealers. Implications for interorganizational theory and channel management are discussed in a concluding section.
Published Version
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