Abstract
Etzioni’s (1961) alienative, calculative, and moral involvement to a dyadic relationship has received recent attention in marketing channel as well as organizational psychology. Yet, few attempts have been made to relate the construct systematically to channel member behavior, despite the potential theoretical and practical contribution to the area. This paper attempts to build a conceptual framework describing proposed relationships between Etzioni’s three types of channel membership involvement and their antecedents and outcome variables. While channel power model and bureaucratic structure represent antecedent variables for channel membership involvement, performance and membership turnover are included as outcomes. Propositions are generated based on a review of the literature.
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Lee, K.S. (2015). A Framework of Channel Membership Involvement: Alienative, Calculative, and Moral Attitudinal Orientation. In: Bahn, K. (eds) Proceedings of the 1988 Academy of Marketing Science (AMS) Annual Conference. Developments in Marketing Science: Proceedings of the Academy of Marketing Science. Springer, Cham. https://doi.org/10.1007/978-3-319-17046-6_93
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DOI: https://doi.org/10.1007/978-3-319-17046-6_93
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