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Managing Conflict in Distribution Channels: A Laboratory Study
Louis W. Stern, Brian Sternthal and C. Samuel Craig
Journal of Marketing Research
Vol. 10, No. 2 (May, 1973), pp. 169-179
Published by: American Marketing Association
Stable URL: http://www.jstor.org/stable/3149822
Page Count: 11
You can always find the topics here!Topics: Conflict management, Distribution channels, Marketing, Wholesale trade, Simulations, Purchasing, Conflict resolution, Market mechanisms, Games, Perceptual organization
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This article examines a laboratory methodology for studying interorganizational conflict between members of a distribution channel. A parasimulation approach was used to investigate the effectiveness of a superordinate goal and an exchange-of-persons program in managing conflict.
Journal of Marketing Research © 1973 American Marketing Association