Skip to main content
SpringerLink
Log in

Modeling Distribution Channel Dynamics of North American Cars in the Spanish Automobile Industry

  • Original Paper
  • Published:
International Advances in Economic Research Aims and scope Submit manuscript

Abstract

Relations between manufacturers and distributors have been the center point of the distribution channel’s management. This study covers the effects of coercive, as well as non-coercive power on intermediary variables such as cooperation and conflict. It will also analyze the effects of cooperation and conflict on American car dealers’ satisfaction and performance in Spain. Due to the small sample size (46 dealers), the model based on causal modeling compelled us to use the optimization method based on the partial least squares (PLS) regression techniques coupled with a bootstrapping to enable some generalization of the results.

This is a preview of subscription content, log in via an institution to check access.

Access this article

Log in via an institution

Price excludes VAT (USA)
Tax calculation will be finalised during checkout.

Instant access to the full article PDF.

Institutional subscriptions

Fig. 1
Fig. 2

Similar content being viewed by others

Notes

  1. Structural parameters should be called γ if they are issued from independent constructs and β if they are issued from dependent constructs.

  2. For a complete description of variables, please see the questionnaire.

  3. DC=Daimler Chrysler, GM=General Motors

  4. We adopted the same numbers than for the theoretical model

References

  • Anderson, J. C., & Narus, J. A. (1984). A model of the distributor’s perspective of distributor-manufacturer working relationships. Journal of Marketing, 48, 62–74.

    Article  Google Scholar 

  • Anderson, J. C., & Narus, J. A. (1990). A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing, 54, 42–58.

    Article  Google Scholar 

  • Arbuckle, J. L. (1991). Bootsrapping and model selection for analysis of moment structures. Unpublished paper, 1991.

  • Barclay, D. W., Higgins, C., & Thompson, R. (1995). Interdepartmental conflict in organizational buying: the impact of the organizational context. Journal of Marketing Research, 28, 145–159.

    Article  Google Scholar 

  • Baucus, D., Baucus, M., & Human, S. (1996). Consensus in franchise organizations: a cooperative arrangement among entrepreneurs. Journal of Business Venturing, 11(5), 359–378.

    Article  Google Scholar 

  • Bollen, K. (1989). Structural Equations with Latent Variables. New-York: Wiley.

    Google Scholar 

  • Brown, J. R., & Frazier, G. L. (1978). “The application of channel power: effects and connotations,” Research Frontiers in Marketing: Dialogues and Directions, American Marketing Association, Chicago.

  • Brown, J. R., & Day, R. L. (1981). Measures of manifest conflict in distribution channels. Journal of Marketing Research, 18, 263–274 August.

    Article  Google Scholar 

  • Brown, J. R., Lusch, R. F., & Muehling, D. D. (1983). Conflict and power-dependence relations in retailer-supplier channels. Journal of Retailing, 59, 53–80 winter.

    Google Scholar 

  • Ciavolino, E., & Dahlgaard, J. (2007). ECSI customer satisfaction modelling and analysis: a case study. Total Quality Management, 18(5), 545–554.

    Google Scholar 

  • Childers, T., & Ruekert, R. (1982). “The meanings and Determinants of Cooperation Within an Inter-organizational Marketing Network”. Proceedings of 1981 Winter Educators. American Marketing Association.

  • Childers, T. L., Ruekert, R. W., & Boush, D. M. (1984). Assessment of the psychometric properties of alternative measures of co-operation and its antecedents within marketing channels. In R. W. Belk, R. Peterson, G. S. Albaum, M. B. Holbrook, R. Kerin, N. Malhotra, P. Wright (Eds.), American Marketing Association Educators’ Proceedings (pp. 256–260). Chicago, IL.

  • Chin, W. W. (1998). “The Partial Least Squares Approach to Structural Equation Modelling”. Modern Methods for Business Research. Lawrence Erlbaum and Associates, pp.295–336.

  • Chin, W. W., & Newsted, P. R. (1999). “Structural Equation Modelling Analysis with Small Samples using Partial Least Squares”. Statistical Strategies for Small Sample Research. Sage Publications, pp.307–341.

  • Chin, W. W., & Frye, T. (2003). PLS-graph version 3. University of Houston.

  • Churchill, G. A., & Ruekert, R. W. (1984). Reliability and validity of alternative measures of channel member satisfaction. Journal of Marketing Research, 21, 226–233.

    Article  Google Scholar 

  • Cronin, J. J., et al. (2000). Assessing the effects of quality, value, value and customer satisfaction on consumer behavioural intentions in service environments. Journal of Retailing, 76(2), 193–218.

    Article  Google Scholar 

  • Dant, R., & Gijndlach, G. (1998). The challenge of autonomy and dependence in franchised channels of distribution. Journal of Business Venturing, 14(1), 35–67.

    Article  Google Scholar 

  • Dwyer, F. R. (1980). Channel-member Satisfaction: laboratory insights. Journal of Retailing, 56(2), 45–65.

    Google Scholar 

  • Emerson, R. (1962). “Power – Dependence Relations”. American Sociological Review. February, pp.31–41.

  • Etgar, M. (1979). Sources and types of lntra-channel conflict. Journal of Retailing, 55(1), 61–78.

    Google Scholar 

  • Falk, R. F., Miller, N. (1992). A Primer for Soft Modeling. The University of Akron Press.

  • Fornell, C. (1994). “Partial Least Squares” in Advanced Methods of Marketing Research, edited by R. Bagozzi. Blackwell.

  • Fornell, C., & Larker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error: algebra and statistics. JMR, 18, 39–50 février.

    Article  Google Scholar 

  • Frazier, G. L. (1983a). On the measurement of inter-firm power in channels of distribution. Journal of Marketing Research, 20, 158–166.

    Article  Google Scholar 

  • Frazier, G. L. (1983b). Inter-organizational exchange behavior in marketing channels: a broadened perspective. Journal of Marketing, 47, 68–78.

    Article  Google Scholar 

  • Frazier, G. L., & Kale, S. H. (1990). Manufacturer- Distributor Relationship: a Seller’s versus Buyer’s Market Perspective. International Market Review, (6), 7–26.

  • Frazier, G. L., & Rody, R. C. (1991). The use of influence strategies in inter-firm relationships in industrial product channels. Journal of Marketing, 55, 52–69.

    Article  Google Scholar 

  • Frazier, G. L., Gill, J. D., & Kale, S. H. (1989). Dealer dependence levels and reciprocal actions in a channel of distribution in a developing country. Journal of Marketing, 53, 50–69.

    Article  Google Scholar 

  • Ganesan, J., et al. (2000). Understanding the customer base of service providers: an examination of the differences between switchers and stayers. Journal of Marketing, 64(3), 70–87.

    Google Scholar 

  • Gaski, J. F. (1984). The theory of power and conflict in channels of distribution. Journal of Marketing, 48, 9–29.

    Article  Google Scholar 

  • Gaski, J. F., & Nevin, J. R. (1985). The differential effects of exercised and unexercised power sources in a marketing channel. JMR, 12, 130–142.

    Google Scholar 

  • Gassenheimer, J., Calantone, R., Schmitz, J., & Robicheaux, R. (1994). Models of channel maintenance: what is the weaker party to do. Journal of Business Research, 30(3), 225–236.

    Article  Google Scholar 

  • Gassenheimer, J., Baucus, D., & Baucus, M. (1996). Cooperative arrangements among entrepreneurs: an analysis of opportunism and communication in franchise structures. Journal of Business Research, 36, 67–79.

    Article  Google Scholar 

  • Gattorna, J. (1978). Channels of distribution conceptualizations: a state of the art review. European Journal of Marketing, 12(7), 471–512.

    Article  Google Scholar 

  • Geykens, I., & Steenkamp, J. B. (2000). Economic and social satisfaction: measurement and relevance to marketing channel relationships. Journal of Retailing, 76(l), 11–32.

    Article  Google Scholar 

  • Geykens, I., Steenkamp, J. B., & Kumar, N. (1999). A meta-analysis of satisfaction in marketing channel relationships. Journal of Marketing Research, 36, 223–238.

    Article  Google Scholar 

  • Hair, J., Anderson, R., Tatham, R., Black, W. (1999): ‘Multivariate Data Analysis’. 5ed. Prentice-Hall.

  • Huang, H-H., Chiu, C-K., & Kuo, C. (2006). Exploring customer satisfaction, trust and destination loyalty in tourism. The Journal of American Academy of Business, Cambridge, 10(1), 156–159.

    Google Scholar 

  • Hunt, S., & Nevin, J. (1974). Power in a Channel of Distribution: Sources and Consequences. JMR, Mai, 186–193.

  • Hsu, S-H., Chen, W-H., & Hsieh, M-J. (2006). Robustness testing of PLS, Lisrel, EQS and Ann-based SEM for measuring customer satisfaction. Total Quality Management, 17(3), 355–371.

    Google Scholar 

  • Kalafatis, S. (2002). Buyer-seller relationships along channels of distribution. Industrial Marketing of Management, 31-3, 215–228.

    Article  Google Scholar 

  • Kijmar, N., Scheer, L., & Steenkamp, J. B. (1995). The effects of perceived interdependence on dealer attitudes. Journal of Marketing Research, 32, 348–356.

    Article  Google Scholar 

  • Lambert, D. (1978). “La Prise de Décision en Matière de Circuits de Distribution”. La Société des Comptables en Management du Canada. Hamilton, Ontario.

  • Lévy Mangin, J-P, Varela Mallou, J. (2006). Modelización con Estructuras de de Covarianzas en Ciencias Sociales. Netbiblo. A Coruña, España.

  • Li, Z. G., & Dant, R. P. (1997). An Exploratory Study of Exclusive Dealing in Channel Relationship. Jounal of the Academy of Marketing Science, (25), 201–213.

    Google Scholar 

  • López, C., Fernández, K., & Mariel, P. (2002). Índices de Satisfacción del Consumidor. Una Aplicación a los Modelos de Ecuaciones Estructurales a la Industría Automobilística Española. Working Paper UPV 038.321, Universidad del País Vasco.

  • Lusch, R. F. (1976). Channel conflict: its impact on retailer operating performance. Journal of Retailing, 52, 89–90.

    Google Scholar 

  • Lusch, R. F. (1977). Sources of power: their impact on intra-channel conflict. Journal of Marketing Research, 13, 382–390 November.

    Article  Google Scholar 

  • Lusch, R. F., & Brown, J. R. (1982). A modified model of power in the marketing channel. Journal of Marketing Research, 19, 313–323 August.

    Article  Google Scholar 

  • Maynard, M. (2003). The End of Detroit. New-York.

  • McDonald, R. (1985). Factor analysis and related methods. Hirlday, NJ: Lawrence Erlbaum Associates.

    Google Scholar 

  • Michie, D. (1978). Managerial Tactics: An Alternative Explanation of Warranty Satisfaction in a Channel of Distribution. Proceedings of the AMA, 260–265.

  • Mc Neilly, K. M., & Russ, F. A. (1992). Coordination in marketing Channels. Advances in Distribution Channel Research, 1, 161–186.

    Google Scholar 

  • Mohr, J., & Nevin, J. (1990). Communication strategies in marketing channels: a theoretical perspective. Journal of Marketing, 54, 36–51.

    Article  Google Scholar 

  • Mohr, J., & Spekman, R. (1994). Characteristics of partnership success: partnership attributes, communication, behavior and conflict resolution techniques. Strategic Management Journal, 15, 135–152.

    Article  Google Scholar 

  • Nicholls, J. A., Roslow, S., & Laskey, H. (1993). Perceptual and behavioral channel conflict: are they related? The international Review of Retail, Distribution and Consumer Research, 3(l), 19–33.

    Article  Google Scholar 

  • Nunnally, J. (1978). Psychometric theory. New-York: Mc Graw Hill.

    Google Scholar 

  • Qin, H., & Prybutok, V. (2008). Determinants of customer perceived service quality in fast food restaurants and their relationship to customer satisfaction and behavioral intentions. The Quality Management Journal, 15(2), 35–50.

    Google Scholar 

  • Pfeffer, J., & Salancik, G. R. (1978). The external control of organizations. New-York: Harper.

    Google Scholar 

  • Robicheaux, R. A., & El-Ansary, A. I. (1975). A general model for understanding channel member behaviour. Journal of Retailing, 52, 13–30 93–94.

    Google Scholar 

  • Ross, R., Lusch, R., & Brown, J. (1982). Power Dependency in the Marketing Channels: A Methodological Note. 1982 Educator’s Conference Proceedings, pp. 194–198, American Marketing Association.

  • Scheer, L., & Stern, L. (1992). The Effect of Influence Type and Performance Outcomes towards the Influencer. JMR, (24), 128–142.

  • Skinner, S., Gassenheimer, J., & Kelley, S. (1992). Cooperation in supplier-dealer relations. Journal of Retailing, 68(2), 174–193.

    Google Scholar 

  • Spinelly, S., & Burley, S. (1996). Toward a theory of conflict in the franchise system. Journal of Business Venturing, 11(5), 329–342.

    Article  Google Scholar 

  • Stern, L. W., & Reve, T. (1983). Distribution channels as political economies: a framework for comparative analysis. Journal of Marketing, 44, 52–44.

    Article  Google Scholar 

  • Stern, L. W., & El-Ansary, A. I. (1993). Marketing Channels (4th ed.). Englewood Cliffs, NY: Prentice Hall.

    Google Scholar 

  • Szymanski, D. M., & Henard, D. H. (2006). Customer satisfaction: a meta analysis of the empirical evidence. Journal of the Academy of the Marketing Science, 29(1), 16–35.

    Google Scholar 

  • Terblanche, N. S. (2006). An Application of the American Customer Satisfaction Index (ACSI) in the South African Motor Vehicle Industry. South African Business Review.

  • Voss, G., Parasuraman, A., & Grewal, D. (1998). The Roles of Price, Performance, and Expectations determining Satisfaction in Service Exchanges. Journal of Marketing, (62), 46–62.

    Google Scholar 

  • Vinzi, V. E. (2003). The PLS approach to path modeling. Lisbon: IASC-IFCS Summer School.

    Google Scholar 

  • Weitz, B. A., & Jap, S. D. (1995). Relationship marketing and distribution channels. Journal of the academy of Marketing Science, 23(4), 305–320.

    Article  Google Scholar 

  • Wold, H. (1982). Soft Modeling: the Basic Design and Some Extensions. Systems under Indirect Observation: Causality, Structure, Prediction, vol 2, Amsterdam, North Holland, pp 1–54.

  • Wold, H. (1985). Partial least squares. encyclopedia of statistical sciences, vol 6. New-York: Wiley.

    Google Scholar 

  • Wood, J. (2008). The effect of buyer’s perception of environmental uncertainty on satisfaction and loyalty. Journal of Marketing Theory and Practice, 16(4), 309–320.

    Article  Google Scholar 

  • Yieh, K., Chiao, Y-C., & Chiu, Y-K. (2007). Understanding the antecedents to customer loyalty by applying structural equation modelling. Total Quality Management, 18(3), 267–284.

    Google Scholar 

  • Zulganef, (2006). The existence of overall satisfaction in service customer relationships. Gadjah Mada International Journal of Business, 8(3), 301–321.

    Google Scholar 

Download references

Acknowledgments

Authors would like to thank Brendon Bulger of BN Bulger consulting for valuable advice.

Author information

Authors and Affiliations

  1. Université du Québec en Outaouais, 101, rue Saint Jean Bosco, Gatineau, QC, J8X 3X7, Canada

    Jean-Pierre Lévy Mangin & Tamás Michal Koplyay

  2. Universidad de Almería, Almería, Spain

    Jaime de Pablo Valenciano

Authors
  1. Jean-Pierre Lévy Mangin
    View author publications

    You can also search for this author in PubMed Google Scholar

  2. Jaime de Pablo Valenciano
    View author publications

    You can also search for this author in PubMed Google Scholar

  3. Tamás Michal Koplyay
    View author publications

    You can also search for this author in PubMed Google Scholar

Corresponding author

Correspondence to Jean-Pierre Lévy Mangin.

Additional information

This research will show the important dimensions that imply satisfaction and performance in Spanish channels of distribution for American cars.

Rights and permissions

Reprints and permissions

About this article

Cite this article

Lévy Mangin, JP., de Pablo Valenciano, J. & Koplyay, T.M. Modeling Distribution Channel Dynamics of North American Cars in the Spanish Automobile Industry. Int Adv Econ Res 15, 186–206 (2009). https://doi.org/10.1007/s11294-009-9203-1

Download citation

  • Received:

  • Accepted:

  • Published:

  • Issue Date:

  • DOI: https://doi.org/10.1007/s11294-009-9203-1

Keywords

 

Search

Navigation