Academic literature on the topic 'Manufacturer/ distributor relationships'
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Journal articles on the topic "Manufacturer/ distributor relationships"
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Lemmink, Jos, Martin Wetzels, and Kitty Koelemeijer. "Manufacturer‐Distributor Relationships and Channel Service Quality." International Journal of Logistics Management 7, no. 2 (July 1, 1996): 33–42. http://dx.doi.org/10.1108/09574099610805502.
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In today's marketplace for fast‐moving consumer goods, many brands exist with similar characteristics. Development and maintenance of product differentiation becomes increasingly difficult to realize for manufacturers. Consequently, non‐price competition particularly by offering high quality customer services, becomes increasingly important as a marketing instrument by producers towards distributors. In this article, an empirical investigation has been conducted into the interrelationships between customer services offered by an international beverage manufacturer and customer sentiments towards partnership and dependence. It appears that despite the well‐established premium brand offered by the manufacturer and the context of a long‐term relationship, customer service significantly affects customer dependence and closeness of the relationship. Furthermore, a high degree of partnership increases customer perceptions of dependence and quality of services. In the long run, manufacturer‐distributor relationships striving for service quality and partnership will benefit from mutual reinforcement.
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Nariu, Tatsuhiko, and Akio Torii. "Long-Term Manufacturer-Distributor Relationships." Japanese Economy 35, no. 2 (July 2008): 87–117. http://dx.doi.org/10.2753/jes1097-203x350206.
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Sukresna, I. Made, John Hamilton, and Singwhat Tee. "Channel relationships from the perspectives of manufacturers and their connecting distributors in Indonesia." Asia Pacific Journal of Marketing and Logistics 28, no. 3 (June 13, 2016): 525–46. http://dx.doi.org/10.1108/apjml-03-2015-0046.
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Purpose – Paired channel relationship constructs are used to conjointly compare the perspectives of Indonesian manufacturers and their connecting distributors when engaging and relating across each shared marketing channel. The purpose of this paper is to hypothesize long-term orientation (LTO) and role-performance as joint drivers that positively influence dependence, satisfaction, and trust constructs for each manufacturer and distributor domain. Design/methodology/approach – A structural equation modelling-comparative model is developed, tested, and validated for the Indonesian manufacturing sector. The sample size is 140 pairs of medium-to-large-sized manufacturers and their connecting distributors. The respondent is individual who is responsible and knowledgeable in dealing with his/her company’s manufacturer or distributor. Findings – Both the manufacturer-distributor LTO and their role-performance jointly drive the outcomes of the shared marketing channel relationship, and both parties’ behaving similarly (except for the influence of their role-performance onto their partner’s satisfaction). Research limitations/implications – This study have not investigated possible two-way interactions between constructs across the channel. Combined, paired, manufacturer and distributor dataset questions can expose the connectivities relationships between the partners. The insignificant influence of role-performance on economic satisfaction within the manufacturer domain requires further research on the possible presence of mediating construct(s) between those constructs, and on the broadening of the definition of satisfaction. Past channel research revealed that trust interacts with satisfaction, yet this study does not find significant interactions between the outcomes constructs. Practical implications – In Indonesia each marketing channel’s manufacturer and distributor management team should jointly enhance both their shared long-term relationship, and their respective role-performance. This long-term view is implementable through long-term marketing channel contracts. Originality/value – This study contributes to marketing channel theory with the LTO and the role-performance of a channel partner jointly driving the other partner’s economic satisfaction, trust, and their dependence specifically within the Indonesian context. The benchmarking of a marketing channel’s performance within a trusting and satisfying channel relationship sets the framework for the development of future optimization studies (of at least the five connectivities constructs used herein).
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Katsikeas, Constantine S., and Anna Kaleka. "Import Motivation in Manufacturer–Overseas Distributor Relationships." Industrial Marketing Management 28, no. 6 (November 1999): 613–25. http://dx.doi.org/10.1016/s0019-8501(98)00035-2.
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Yalcin, Mehmet G., Koray Özpolat, and Dara G. Schniederjans. "Post-implementation analysis: dependence and trust in VMI context." International Journal of Physical Distribution & Logistics Management 48, no. 7 (August 6, 2018): 724–40. http://dx.doi.org/10.1108/ijpdlm-09-2017-0294.
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Purpose More than two decades long technological improvements in information sharing have not yet ensured a flawless execution of vendor managed inventory (VMI) and left interested parties wondering about the reasons of poor results. Although VMI is a collaborative tool, the relational factors in a VMI setting have not received enough attention due to challenges in obtaining relational buyer-supplier data in addition to extant focus on analytical approaches. The purpose of this paper is to investigate post-implementation relational factors in order to extract relevant insights. Design/methodology/approach Accounting for the duration of the VMI relationship, the authors focus on two dimensions of VMI often ignored post-implementation: dependence of the buyer on the VMI-supplier and trust of the buyer in the VMI-supplier. Cross-sectional data were collected using a survey collected from distributors mostly in auto and electrical supply industries, which have their inventories managed by manufacturers through VMI arrangements. The sample was obtained from a leading third-party VMI-platform service provider that serves thousands of distributor-manufacturer locations with billions of dollars in sales orders. Multiple ordinary least squares regression has been used to test the hypotheses. Findings This paper provides empirical support that in the post-implementation stage, longer VMI relationships are associated with higher distributor dependence on the manufacturer. In addition, too much dependence could actually hurt the distributor’s trust in the manufacturer. Practical implications The authors propose that distributors maintain some of the purchasing and inventory management skills in house to limit their dependencies on the manufacturers. Manufacturers should also invest in trust-building activities, such as regular communications with distributors. Originality/value This is the first study providing empirical evidence on the positive association between length of VMI relationship and buyer dependence on the supplier, and curvilinear dependence-trust link in a post-implementation VMI context.
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Vázquez-Casielles, Rodolfo, Victor Iglesias, and Concepción Varela-Neira. "Manufacturer–distributor relationships: role of relationship-specific investment and dependence types." Journal of Business & Industrial Marketing 32, no. 8 (October 2, 2017): 1245–60. http://dx.doi.org/10.1108/jbim-10-2016-0244.
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Purpose This paper aims to investigate the extent to which relation-specific investments undertaken by the distributor favor the presence of various governance structures (formal contract and relational governance). Furthermore, it examines whether dependence moderates the effect of relationship-specific investments on these governance structures. Design/methodology/approach Survey data were gathered from 224 wholesalers from the food and beverage industry. Hypotheses were tested through regression analysis. Findings This study illustrates that property-based relationship-specific investments have a greater positive impact on the use of formal contracts than knowledge-based relationship-specific investments. Furthermore, knowledge-based relationship-specific investments have a greater positive impact on relational governance than property-based relationship-specific investments. The results also suggest that it is necessary to consider the moderating effect of cost-based dependence and benefit-based dependence. Finally, mixed governance structures (e.g. formal contracts combined with relational governance) have a positive impact on satisfaction and intention to maintain and extend the relationship. Practical implications The findings allow manufacturers to concentrate their efforts on mixed governance structures facilitating relationship-specific investments and benefit-based dependence from distributors to develop a competitive advantage. Originality/value Several investigations have obtained a relationship between investments in specific assets, governance structures and performance. Nevertheless, they have not identified different types of investments in specific assets. This study proposes that there are two types of relationship-specific investments: based on property and based on knowledge. Additionally, a two-dimensional model of dependence (cost-based and benefit-based) allows capturing the different theoretical spheres of this concept.
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Fein, Adam J., and Erin Anderson. "Patterns of Credible Commitments: Territory and Brand Selectivity in Industrial Distribution Channels." Journal of Marketing 61, no. 2 (April 1997): 19–34. http://dx.doi.org/10.1177/002224299706100202.
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The authors propose a new theoretical rationale that explains the paired existence of both a manufacturer's decision to limit the number of intermediaries operating in a specific geographic market and a distributor's decision to limit brand assortment in a product category. Using transaction cost reasoning, they suggest that channel selectivity agreements can be understood as interrelated exchanges of pledges, or credible commitments, that counterbalance exposure to opportunism and neutralize sources of relationship instability, thereby strengthening an interorganizational relationship. The empirical results, which are based on dyadic data from 362 manufacturer–distributor relationships, are broadly supportive of their framework.
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del Bosque Rodríguez, Ignacio Rodríguez, Jesús Collado Agudo, and Héctor San Martín Gutiérrez. "Determinants of economic and social satisfaction in manufacturer–distributor relationships." Industrial Marketing Management 35, no. 6 (August 2006): 666–75. http://dx.doi.org/10.1016/j.indmarman.2005.05.006.
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Gandhi, Surjit Kumar, Anish Sachdeva, and Ajay Gupta. "Impact of service quality on satisfaction and loyalty at manufacturer-distributor dyad." Journal of Advances in Management Research 16, no. 1 (February 4, 2019): 91–122. http://dx.doi.org/10.1108/jamr-12-2017-0120.
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PurposeThe purpose of this paper is to investigate the role played by service quality (SQ) in manufacturer–distributor working partnerships in the context of Indian small and medium enterprises (SMEs), and present two models which propose and validate that contributions toward SQ, made by both the manufacturing unit and distribution firm lead to satisfaction which consequently results in business-to-business (B2B) loyalty.Design/methodology/approachThe research design for this study includes a combination of literature review, exploratory interviews with a focus group and a questionnaire survey conducted through interview schedule from 101 information rich and willing respondents working in SMEs of northern India.FindingsThe paper brings out scales foe measuring organizational (internal) and distributor (external) SQ. Further, two models using structural equation modeling are developed. Model-I examines the effect of organizational SQ on distributor SQ. Model-II examines the impact of distributor SQ on satisfaction and loyalty and also tests a set of four propositions related to their working relationship. The models are empirically tested and are found to be fit.Research limitations/implicationsFuture researchers may validate these scales, and empirically test the proposed models in alternate settings. Insights derived from this study may be transferred to other partnerships, which may exist in a manufacturing supply chain including suppliers, employees, retailers and end consumers.Practical implicationsThis study would be of interest to SME practitioners interested in improving SQ with their distributors. The study also finds support for strengthening collaborative relationships with B2B partners to achieve a win-win situation.Originality/valueThere are very few empirical studies that measure SQ w.r.t. distribution function in SMEs and the concept is in nascent stage, especially in Indian setting.
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Sethuraman, Rajagopalan, James C. Anderson, and James A. Narus. "Partnership advantage and its determinants in distributor and manufacturer working relationships." Journal of Business Research 17, no. 4 (December 1988): 327–47. http://dx.doi.org/10.1016/0148-2963(88)90043-4.
Full textDissertations / Theses on the topic "Manufacturer/ distributor relationships"
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Bourdon, Bernard. "Comprendre les réticences des fabricants à l’ouverture d’un site marchand : application de la théorie de la concurrence multipoints au marché de l’électrodomestique." Thesis, Paris Est, 2015. http://www.theses.fr/2015PESC0052.
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Avec plus de 57 milliards d’€ de CA en France en 2014, le e-commerce continue à se développer, tant en volume qu’en nombre d’acteurs. Pourtant peu d’industriels se lancent dans le e-commerce, alors que les théories économiques suggèrent que ceux-ci devraient intégrer les fonctions d’intermédiation dès lors qu’il est capable de les effectuer à un coût moindre que des opérateurs extérieurs.Dans cette recherche, nous explorons les freins des industriels du secteur de l’électrodomestique vis-à-vis du e-commerce et suggérons que, conformément à la théorie de la concurrence multipoints, les industriels évitent de commercialiser leurs produits sur Internet dans un souci de stabilité de leur système de distribution. Des résultats de notre recherche, nous mettons en évidence les facteurs de création du conflit dans ce contexte, ce qui nous conduit à formuler des recommandations à l’égard des managers qui envisageraient l’ouverture d’un site marchandWith more than 57 billion € turnover in France in 2014, the e-commerce continues to grow, both in volume and number of players. Yet few manufacturers are engaging in e-commerce, while economic theories suggest that they should integrate intermediation functions as soon as they are able to perform at a lower cost than external operators.In this research, we explore why the household appliance industry sector do not launch e-commerce site and suggest that, according to the multipoint competition theory, they do so in order to avoid coercion from the traditional distribution system. From the results of our research, we emerge factors that create conflict in this context, which leads us to make recommendations in respect of managers who would consider opening a retail website
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Bergestuen, Trond. "Insights into the Complex Relationship between Independent Manufacturers' Representatives and Their Principals." Thesis, University of North Texas, 2020. https://digital.library.unt.edu/ark:/67531/metadc1707323/.
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Independent manufacturers' representatives (IMRs) are companies that sell products on behalf of manufacturers (principals), typically on a commission basis. IMRs offer principals specialized knowledge about product areas or markets, and they can function as attractive supplements or replacements for in-house sales units. The literature on IMRs' allocation of resources to their principals and the downstream impact on performance is underexplored. A paucity of published research exists using actual IMR sales and commission data, likely because this data is difficult to collect due to its sensitive nature. This dissertation fills this gap by exploring the influence of principals' use of sales controls, how these controls impact the psychological climate that arises between IMRs and their principals, and the downstream impact on IMRs' allocation of sales resources and the sales volumes actually produced. Furthermore, this dissertation answers the call for research on the impact of principal's use of house territories and house accounts, through the lens of the IMR. The dissertation features three essays. The purposes are: to identify gaps in existing IMR research in order to provide directions for future research in this domain; to explore the influence of the principal's sales controls on the psychological climate between the principal and IMR and the downstream impact on IMR allocation of sales resources and sales performance; and to develop theoretical and practical insights about the impact of principals' use of house accounts, i.e. customers served by an in-house sales organization, inside or outside IMRs' territories.
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Renström, Emelie. "Trust & commitment for a successful manufacturer-distributor relationship : - A qualitative study for small company's presumptive export marketing strategy." Thesis, Umeå universitet, Företagsekonomi, 2013. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-73537.
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Many companies that go global use the entry mode of having a foreign distributor instead of setting up an own intermediary in the country. This is beneficial because it is lower risk, requires lower capital investments and the manufacturer gains the distributor’s expertise in the new market. Voxit AB is one of those growing companies that are in the starting phase of exporting one of their products within the area of speech recognition. The preparation for entering a new market through a foreign distributor is something Voxit is particularly interested in at the moment. A part of that is to build and keep a sustainable relationship with the foreign distributor. With the purpose to increase my understanding about the relationship between manufacturers and foreign distributors, and to contribute with propositions to Voxit’s future international marketing strategy, six interviews with manufacturers were made. The focus is to study the factors trust, cultural differences, information exchange, commitment and opportunism that are affecting the relationship between these manufacturers and their foreign distributors and to see closer how these factors can be approached for a small company such as Voxit. The above purpose developed the research question; how should a manufacturer company such as Voxit, a SME that is starting to export a new product, develop a relationship with a foreign distributor? Findings reveal that all factors that were studied, such as information exchange and cultural distance, are affecting the relationship between a manufacturer and a foreign distributor. However, the factors trust and commitment are especially affecting the relationship, which should be recognised when building a relationship with a foreign distributor.
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Jou, Hsiao, and 邱曉柔. "The Measurement of Relational Knowledge Stores in Manufacturer-Distributor Relationships." Thesis, 2006. http://ndltd.ncl.edu.tw/handle/63497896001025357671.
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碩士國立雲林科技大學
企業管理系碩士班
94
In the 21st century, the boundary between competition and cooperation is not so clear because of the coordination of global business. In order to obtain favorable relationships while cooperating, organizations always try to learn from each other, and get to well know each others through, for example, operational processes, marketing strategies, and so forth. What those organizations do is to expect that the business relationship can be long-lasted in the turbulent commercial environment. Cultivating the capabilities to cooperate allows organizations to capture more operational flexibilities, which also helps to response to market immediately. Therefore, it is very important for those organizations to understand that what kinds of knowledge about their partners are needed to acquire for continual relationships. In order to figure out contents of relational knowledge for Taiwan firms, we try to examine manufacturers and their distributors in Taiwan. In this research, we use the scale of relational knowledge stores developed by Johnson, Sohi and Grewal (2004) as the basic scale, which includes three relational knowledge stores─environmental knowledge store, functional knowledge store, and interactional knowledge store. Furthermore, the nomological validity of relational knowledge store and relationship performance is also tested in this research. After lots of relevant literatures are read and interviews are implemented, some adjustments have been made because of cultural and environmental differences between Western and Taiwan. Afterward, exploratory factor analysis (EFA), confirmatory factor analysis (CFA), and regression analysis are used to test these constructs and model. Result of this study are as following: (1) Four relational knowledge stores should be included between manufacturers and distributors in Taiwan, including environmental knowledge store, interactional knowledge store, functional knowledge store, and interpersonal relationship knowledge store, (2) Learning of relational knowledge stores will help manufacturers and distributors to improve their relationship performance.
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Hsu, Yu Shen, and 許郁昇. "The Dependency Relationship Between Tobacco Manufacturer and It’s Distributor." Thesis, 2014. http://ndltd.ncl.edu.tw/handle/88081451963708596674.
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碩士大葉大學
企業管理學系碩士班
102
Taiwan tobacco industry, facing changes from monopoly system into free competition; the raising wave of global environmental group that promote nonsmoking environment; and coupled with Taiwan's Tobacco Hazards Prevention Act that increasingly stringent the major tobacco companies in advertising, promoting, and taking gift restrictions; causes major tobacco companies find how to push tobacco products to the market is an important issue. Currently, the major tobacco companies rely on sales of their products through retail channel, and therefore, this study aims to explore the partnership management structure between tobacco companies with its distributors. The study views the manufacturer's brand power, marketing strategy, service quality, would affect continuing partnerships between the manufacturers and its distributors. Through questionnaires and SPSS analysis the study found: 1 Manufacturer core competencies (brand strength, marketing strategy, service quality) have significant effect to continuing partnerships. 2 Manufacturers rely more on distributors, manufacturers-distributors core competencies have significant effect to the continuing partnerships. 3 Manufacturers and distributors rely on each other, manufacturers-distributors core competencies have significant effect to continuing partnerships.
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Wu, Hui-Ju, and 吳惠如. "Power Interaction Relationships between Manufacturers and Chain Distributors." Thesis, 1994. http://ndltd.ncl.edu.tw/handle/82084421833645956191.
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碩士國立臺灣大學
商學系
82
The distribution system of consumer goods in Taiwan has been enormously changing. Channel power seems to shift from manufacturers to distributors. The study is to explore the interaction relationship beween manufacturers of consumer goods and its chain stores. For the purpose of study, 4 shampoo producers and 3 chain stores'' controllers were deeply interviewed. The analysis methodology used is qualitative. The findings are presented as follows : 1.The power bases of manufacturers mainly consist of rewards and coercive powers. The intensity of power exercised is positively related to market share. 2.The countervailing power sources of chain distributors come from channel occupying, originally branding and supplying of market information. 3.The characteristics of target market of chain distributors influence wholesale price bargaining, merchandise selection, promotion, package and retail price.
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Yang, Jui-Chao, and 楊瑞超. "The Relationship Value between Manufacturer and Distributor: A Case Study of V Biotechnology Corporation." Thesis, 2007. http://ndltd.ncl.edu.tw/handle/16309703165085824533.
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碩士國立雲林科技大學
企業管理系碩士班
95
ABSTRACT The study is to make an inquiry about Bioscience & Technology industry to realize the relationship value between the Health Foods manufacturer and distributors that build through trade process. It means to acknowledge how distributors help manufacturers obtain the relationship benefit and the cost whether manufacturers pay for the relationship. The study belongs to qualitative research; we adopt case study and in-depth interview to collect information and based on grounded theory to analyze the interview manuscript to draw a conclusion for this study. The results reveal that there are six categories of relationship benefits that manufacturer obtain from distributors. Here are products promotion, marketing capability, well know brand, gain of market information, high market share, promoted management effects. Meanwhile, the relationship costs have seven categories. They are extra products cost, communication cost, control cost, high marketing fees, long term usance, the support of education training, failed elastic management. The results are good for the manufacturer to judge the benefit and cost of cooperation relationship and help them to choose good distributors as their partners. Key word: Relationship value, Relationship benefit, Relationship cost, Grounded theory, Health care foods
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Yu, Hung-Yu, and 盂鴻裕. "The Determinants of Relationship Termination between Distributors and Manufactures A Case Study of Semiconductor Equipment Industry." Thesis, 2008. http://ndltd.ncl.edu.tw/handle/77034791788551770022.
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碩士雲林科技大學
企業管理系碩士班
96
In the past Taiwan semiconductor industry by way of global semiconductor industry division of labor, the Taiwan semiconductor foundry industry is extremely needed regarding the huge equipment demand. Taiwan has the apex of the semiconductor industry but leads in the equipment manufacture aspect by the overseas manufacturers. The Taiwan overall equipment own manufactory rate is less than 15%. The industrial model which is essential equipment is imported from overseas merchant accomplishes many semiconductor equipment distributors. Along with the Taiwan semiconductor manufacture industry growth to be healthy, part of overseas equipment manufacturers have the opportunity to establish their own branch in Taiwan without distributors’ help, moreover some equipment manufacturers shift the business distributors because of certain factors. Therefore the nearly all equipment distributors must face such subject as the proxy finish and relationship termination, obviously studies of the proxy finish and relationship termination are important. The role for distributors in semiconductor is unusual special, the determinants of proxy finish, relationship termination are very many. This research namely relates by both sides viewpoint of the manufacturer and the distributors to discuss the relationship termination subject. The main discussion of this research is to discuss the relationship between semiconductor equipment distributors and overseas equipment manufacturers. This research first aims at determinants of both sides consider of the relational establishment and development between distributors and manufacturers then go detail for understanding the determinants of relationship termination and proxy shift between semiconductor equipment distributors and overseas equipment manufacturers. We expect to find out the accordance to the strategy for semiconductor equipment distributors through the discussion of the relationship between semiconductor equipment distributors and overseas equipment manufacturers. Let the distributors to enhance itself competition advantage and provide higher added value to the overseas semiconductor equipment manufacturers to consolidate itself the position in the industry.
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Hsiao, Fung-Lien, and 蕭鳳連. "The Relationships between Customer Perceived Value and Loyalty of Channel Distributors – between Manufactures and Distributors in Taiwan Electronics Test and Measurement Industry." Thesis, 2011. http://ndltd.ncl.edu.tw/handle/08115261714390604631.
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碩士國立臺北大學
企業管理學系
99
The Electronics Test and Measurement Industry in Taiwan have developed for 60 years in the high-tech industry field. The sales patterns for Taiwan Electronics Test and Measurement Industry are built up by the channel distributors. Since they offer professional skills and services, customers become more depend on these distributors, and thus neglect the loyalty to manufactures. Therefore, we uses qualitative research－In-depth Interview as our case study method to examine this phenomenon. We mainly focus on studying the industry channel characteristics, and the relationships between manufactures and distributors. Besides, factors to maintain customer loyalty as well as how to reinforce the partnership between manufactures and distributors in Taiwan Electronics Test and Measurement Industry are also key points in this research. Then we further study how to raise customer loyalty in the industry. Our research finds that there exists co-opetition relationship between manufactures and distributors in Taiwan Electronics Test and Measurement Industry. Manufactures can intensify the partnership with distributors via relationship reinforcement activities and improve customer perceived value toward the brand. In other words, both customers’ and distributors’ loyalty can be strengthened further. On the other hand, the competitive relationship between manufactures and distributors can also be weakened so that manufactures’ revenue risks are reduced. At last, our research provides some suggestions related to relationship reinforcement activities as references for Taiwan Electronics Test and Measurement Industry.
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Kuo, Chun-chi, and 郭俊岐. "The Relational Knowledge Stores of Manufacturer - Distributor Relationship in Small and Medium Enterprise: The Moderating Effects of Organizational learning capability and Trust." Thesis, 2007. http://ndltd.ncl.edu.tw/handle/79583522470123438462.
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碩士國立雲林科技大學
企業管理系碩士班
95
Under the fast change and competitive global business environment, it is not easy for enterprises attempt to fight for competitive advantage by themselves. Enterprises not only need to respond to the market and customer''s demands, but also to think about how to manage the relationship with business partners to maintain their long-term superiority and good profitability. Therefore, how to proceed to inter-organization learning activities, to build knowledge in partners, and to bring the profit and benefit in the long-term cooperation are quite important. Therefore, this research wants to know the situation of relationship learning in manufacturer and distributor in Taiwan, and presents a conceptual framework that includes the effect of relationship learning between manufacturer and distributor on relational knowledge stores and the relationship between relational knowledge stores and relationship performance. Then, this study tests the moderating effects of organizational learning capability and trust on the relationship between relationship learning and relational knowledge stores. The samples are 169 manufacturers in small and medium enterprises in Taiwan. LISREL 8.52 is used to test the hypothesis of this research. The major results are summarized as follows. (1) Relationship learning has a positive effect on building relational knowledge stores. (2) The positive effect of relationship learning on relational knowledge stores is moderated under conditions of high organizational learning capability. (3) The positive effect of relationship learning on relational knowledge stores is moderated under conditions of low trust. (4) Relational knowledge stores have a positive effect on relationship performance.
Books on the topic "Manufacturer/ distributor relationships"
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Laighin, Dearbhla Ní. Assessing manufacturer - distributor relationships in export marketing: A case study of S.M.E.. (s.l: The Author), 1996.
Find full textBook chapters on the topic "Manufacturer/ distributor relationships"
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Abd-El-Salam, Eman Mohamed. "Relationship Marketing as a Mediating Role Between Brand Image and Customer Loyalty in B2B Markets." In Global Branding, 128–56. IGI Global, 2020. http://dx.doi.org/10.4018/978-1-5225-9282-2.ch007.
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The purpose of this paper is to examine how brand image, value equity (conceptualized as relationship value), and relationship equity (conceptualized as relationship quality) and customer loyalty play a vital role in the Egyptian business to business market-and to test it empirically in agricultural business customers of chemical manufacturer with respect to their main supplier. A structured questionnaire was developed. The hypotheses were simultaneously tested on a sample of 328 customer-supplier relationships out of 603 distributed, giving a response rate of 54.4 per cent. The structural equation modelling technique was used to empirically test the proposed hypotheses. The findings of this study show significant positive relationships and impacts among the factors under investigation. Also, relationship equity and value equity act as mediators in the link between brand image and customer loyalty.
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"Horizontal competition in retailing and the structure of manufacturer-retailer relationships." In Retail and Marketing Channels (RLE Retailing and Distribution), 68–91. Routledge, 2012. http://dx.doi.org/10.4324/9780203103654-13.
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"Introduction to Distribution Management." In Sales and Distribution Management for Organizational Growth, 149–81. IGI Global, 2020. http://dx.doi.org/10.4018/978-1-5225-9981-4.ch006.
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Distribution management is all about reaching the product as near to the customer as possible and making the product and service available to the customer. The products must be available to the customer at the right place and at the right time and with an assortment which gives a lot of choice to the customers. The intermediaries in the marketing channel performs a lot of activities for the manufacturer and serves as the go-between of the manufacturer as well as the consumer. The value addition of the distribution system is tremendous and that is why it is now a very important component of the marketing strategy. It is the fourth P in the 4Ps of the marketing mix and has not been given much importance traditionally. However, now the situation has changed primarily because it is very difficult nowadays to differentiate in the market through the use of product, price, and promotions alone. Distribution systems can help the company in differentiating themselves from the competitors. The distribution system understands the end-customers very well and thus guides the company in offering the best product mix to the consumers. The distribution system also expects a lot of support and motivation from the company and when the company is able to do that well, a long-term relationship is formed. This is crucial as the then the commitment level of the system goes up and tends to support the company and the brand in every possible manner. It has been seen time and again that when the long-term relationship forms, the company gets a very positive response and return from the market. The idea here is that the distribution systems should not be treated as a combination of some marketing tactics, but a significant and important part of the company's strategic intent and goals.
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Tang, Ling-Lang, Yei-Chun Kuo, and E. Stanley Lee. "A Multi-Objective Model for Taiwan Notebook Computer Distribution Problem." In Global Integrated Supply Chain Systems, 171–82. IGI Global, 2006. http://dx.doi.org/10.4018/978-1-59140-611-2.ch011.
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A multi-objective model of global distribution for the Taiwan notebook computer industry is proposed. The proposed two-stage approach involves a mixed integer linear programming model and the fuzzy analytic hierarchy process (AHP) approach. The analytic method provides quantitative assessment of the relationships between manufacturers and customer service. To show the effectiveness of the proposed approach, a Taiwan notebook computer model is solved. The results of this multi-objective model show some dynamic characteristics among various performance criteria of the outbound logistics.
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Bawa, Pardeep. "Indian Luxury Car Market Changing Lanes." In Advances in Marketing, Customer Relationship Management, and E-Services, 153–66. IGI Global, 2014. http://dx.doi.org/10.4018/978-1-4666-4357-4.ch013.
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Aston Martin has recently introduced itself to India. Many perceive it as a routine entry of another car maker. However, this specific entry isn’t coincidence, but a calculated move. It has to do with the recent unexpected growth in the Indian luxury car market which is more than just market dynamics. It is something which reflects a changing lifestyle pattern of a class which is called affluent. The growth rate for these cars with a price tag which is above Rs. 25 lacs has been 20% on average for the some years. When the whole world was facing recession the Indian luxury car market grew by 23% to 6671 units as per the Society of Indian Automobile Manufacturers (SIAM) despite half a percent decline in passenger car sales, to 11.04 lakh vehicles (Dovel, 2011). 2010 has shown growth in the automobile sector which was up by 25%. Indian luxury car market had been dominated by Mercedes Benz (entered in India in mid 1994) until 2009 where it was outscored by BMW which entered India in 2006. Mercedes Benz’s market share of 90% shrank to 38% and its market share largely fell to BMW which has 42%. This case will study the factors responsible for the growth of the Indian luxury car market with reference to BMW’s quick growth to the top with the help of cars customized for Indian infrastructure conditions, an aggressive distribution strategy, pricing designed in lieu of competition, and comprehensively smart promotional efforts.
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Duong, Linh N. K. "The Value of Information Sharing." In Contemporary Approaches and Strategies for Applied Logistics, 284–301. IGI Global, 2018. http://dx.doi.org/10.4018/978-1-5225-5273-4.ch011.
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This chapter proposes a model to study the effects of inventory policy, pricing decision, and product substitution on the value of information sharing. The value of information sharing has been studied widely in the literature. To simplify models, prior research usually studies a supply chain with one product. However, modern supply chain models often produce and distribute ranges of products. Moreover, manufacturers and retailers define prices for products based on demand forecast and inventory levels or they even compete by using pricing decisions. Carefully reading the extant literature, the authors found that no existing articles considers the inter-relationship of inventory policy, pricing decision, and product substitution when studying the value of information sharing. The proposed model in this chapter will help to provide insights on the value of information sharing and fill the gap in the literature.
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Smith, Kate A., and Mark S. Dale. "A Porter Framework for Understanding the Strategic Potential of Data Mining for the Australian Banking Industry." In Data Warehousing and Mining, 2772–91. IGI Global, 2008. http://dx.doi.org/10.4018/978-1-59904-951-9.ch173.
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This chapter employs Michael Porter’s Five Forces model to understand the potential strategic value of data mining within the Australian banking industry. The motivation for examining the strategic potential of data mining is to counter balance the preponderance of process level arguments for adopting this technology (e.g., risk and fraud mitigation, market campaigns, etc.) with an industry level perspective of what the technology potentially means for competition between rival firms (i.e., industry behavior). In essence, this chapter explores how data mining can affect industry structure and attractiveness by assisting businesses such as banks defend themselves against forces such as those asserted by buyers, substitute products, new entrants, and suppliers. This chapter also explores the future implications of data mining for the banking industry, the operating models of those institutions and the underlying economics of the industry. The emergence of data mining presents banks with the opportunity to either continue to develop their core competencies around the design, manufacture, distribution and support of products and/or to develop critical competencies around customer relationship management. A possible “contract banking” model supported through the application of data mining is discussed.
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Kobayashi, Shiro, Soo-Ik Oh, and Taylan Altan. "Analysis and Technology in Metal Forming." In Metal Forming and the Finite-Element Method. Oxford University Press, 1989. http://dx.doi.org/10.1093/oso/9780195044027.003.0006.
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The design, control, and optimization of forming processes require (1) analytical knowledge regarding metal flow, stresses, and heat transfer, as well as (2) technological information related to lubrication, heating and cooling techniques, material handling, die design and manufacture, and forming equipment. The purpose of using analysis in metal forming is to investigate the mechanics of plastic deformation processes, with the following major objectives. • Establishing the kinematic relationships (shape, velocities, strain-rates, and strains) between the undeformed part (billet, blank, or preform) and the deformed part (product); i.e., predicting metal flow during the forming operation. This objective includes the prediction of temperatures and heat transfer, since these variables greatly influence local metal-flow conditions. • Establishing the limits of formability or producibility; i.e., determining whether it is possible to perform the forming operation without causing any surface or internal defects (cracks or folds) in the deforming material. • Predicting the stresses, the forces, and the energy necessary to carry out the forming operation. This information is necessary for tool design and for selecting the appropriate equipment, with adequate force and energy capabilities, to perform the forming operation. Thus, the mechanics of deformation provides the means for determining how the metal flows, how the desired geometry can be obtained by plastic deformation, and what the expected mechanical properties of the produced part are. For understanding the variables of a metal-forming process, it is best to consider the process as a system, as illustrated in Fig. 2.1 in Chap. 2. The interaction of most significant variables in metal forming are shown, in a simplified manner, in Fig. 3.1. It is seen that for a given billet or blank material and part geometry, the speed of deformation influences strain-rate and flow stress. Deformation speed, part geometry, and die temperature influence the temperature distribution in the formed part. Finally, flow stress, friction, and part geometry determine metal flow, forming load, and forming energy. In steady-state flow (kinematically), the velocity field remains unchanged, as is the case in the extrusion process; in nonsteadystate flow, the velocity field changes continuously with time, as is the case in upset forging.
Conference papers on the topic "Manufacturer/ distributor relationships"
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Iceton, J. "The manufacturer/user relationship in the development of accessories and fittings for overhead lines." In IEE Colloquium on `A Review of Options for Overhead Rural Distribution'. IEE, 1995. http://dx.doi.org/10.1049/ic:19950300.
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Wang, Jier, Dianyin Hu, Long Zhang, Xi Liu, and Rongqiao Wang. "Durability Assessment of Additive Manufactured Compressor Disk Considering Material Defects Distribution." In ASME Turbo Expo 2018: Turbomachinery Technical Conference and Exposition. American Society of Mechanical Engineers, 2018. http://dx.doi.org/10.1115/gt2018-76465.
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Additive Manufacturing (AM) applications are poised to rapidly expand in aero-engines, providing opportunities to manufacture complex geometries which are unobtainable through traditional manufacturing techniques. The powder based AM process, selective laser melting (SLM), results in susceptibility to defects such as porosity, lack of fusion, and unmelted powder. These random defects often serve as fatigue crack initiation sites, thus influencing fatigue crack initiation and growth behavior. Consequently, the influence of random defects on high cycle fatigue performance for the AM titanium compressor disk is investigated in this study. First, the relationships between the defect area and the fatigue performances involving fatigue limit and the crack propagation threshold are quantified. Second, the effect of defect probability distribution is examined. Finally, the durability analyses on SLM titanium compressor disks in Ti-6A1-4V alloy are performed based on the fatigue life prediction model for defect-containing AM material. Then sensitivity analysis is conducted to determine the critical defect size influencing the fatigue limit and fatigue life.
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Liu, Wenchao, and Jiexia Li. "An Empirical Research on the Relationship between the Number of Varieties in Distribution Terminals of the Manufacturer and Consumer Buying Behavior." In The 2013 International Conference on Applied Social Science Research (ICASSR-2013). Paris, France: Atlantis Press, 2013. http://dx.doi.org/10.2991/icassr.2013.51.
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Guo, Yongwei, Qiming Wang, and Xuedong Gu. "Analysis of Manufacture Errors for Space Truss With Bolted Spherical Joints Base on Monte Carlo Method." In ASME 2010 10th Biennial Conference on Engineering Systems Design and Analysis. ASMEDC, 2010. http://dx.doi.org/10.1115/esda2010-25180.
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The active reflector of the five-hundred-meter aperture sphere radio telescope (FAST) is constituted by about 4600 triangular reflector elements, whose surface error will determine the telescope’s antenna efficiency. One solution is a grid structure backup with the bolted spherical joints, in which the surface accuracy is dominated mainly by the length accuracy of the rods in it. In this paper, an accuracy analysis based on Monte Carlo method is proceeded to predict the surface error. Random errors are input the rods, and the surface errors in root mean square (rms) are output. After the calculations, the final accuracy’s probability distribution charts are given for the different error inputs. And a relationship chart between rod length error and final accuracy is given to help determining the most reasonable rod length error. To solve the position of the grid structure, an iteration method is deduced. The relationship between joints and rods in the frame structure which is described as a graph, is presented by adjacency list. Forces on joints are balanced at the beginning, but when rod length errors are input, forces to pull or push the joints are yielded. The process of moving their positions to make the forces balance again is the process to solve the surface accuracy. An existing reflector element model was measured. The measurement verified the analysis. Finally, the proper accuracy of rods length error is given. It is useful for cost controlling and time keeping in FAST design, for the possibility to achieve a qualified surface by controlling the manufacture error of rods reveals that the reflector elements maybe avoid adjustment and can be mounted to the telescope directly. The method to predict accuracy can be generalized for the other grid structures.
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Chen, Xuedong, Zhichao Fan, Tao Chen, Shuangqing Xu, Guofu Ou, and Xiaoying Tang. "Thinking on Intelligent Design, Manufacture and Maintenance of Pressure Equipment in China." In ASME 2019 Pressure Vessels & Piping Conference. American Society of Mechanical Engineers, 2019. http://dx.doi.org/10.1115/pvp2019-93364.
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Abstract This paper introduces briefly China’s development plan for intelligent manufacturing, and combining with the present situation of design, manufacture and maintenance of pressure equipment, puts forward the development directions for the digitization, networking and intelligentization of pressure equipment at present and in the next decade from three aspects. The first aspect is digital control of shape and performance of pressure equipment. Taking the furnace tube as an example, the Material Genome technology is recommended for establishing the relationship between the microstructure and macroscopic performance of its material and achieve the target macroscopic performance by the adjustment of composition, phase and microstructure; then the additive manufacturing (3D printing) technology can be used to control the resulting shape of certain special structures so as to achieve the integrated shape and performance and significant improvement of its service life. The second aspect is digitization and network-based interconnection of production factors such as materials, equipment and personnel in the pressure vessel production workshop to realize intelligent manufacturing. Taking the transportable pressure vessel for instance, the real-time identification, diagnosis and control of abnormal conditions can be realized by information and communication technology during the key production processes such as baiting, cutting, forming, welding, heat treatment, and non-destructive testing; and if necessary, the suitable manufacturing resources across different enterprises and regions can be organized to achieve the flexible production and collaborative manufacturing of the components such as heads and flanges, etc. The third aspect is to achieve the real-time online integrity assurance of pressure equipment in process industries (e.g., petrochemical and electric power, etc.) by digitization and networking of risk-based inspection (RBI), fitness-for-service (FFS) assessment technologies and their corresponding database, in combination with real-time monitoring technology based on the characteristic safety parameters. Taking the reactor effluent air cooler (REAC) system as an example, this technology would enable not only the safety warning of critical characteristic parameters, but also the self-limiting and self-prevention of the flow-induced corrosion failure by linking with the distributed control system (DCS).
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Gao, Y. "Modeling of Fluid Behavior and Calculation of the Permeability of the Gas Diffusion Layer in PEM Fuel Cell Using Lattice Boltzmann Method." In ASME 2010 8th International Conference on Fuel Cell Science, Engineering and Technology. ASMEDC, 2010. http://dx.doi.org/10.1115/fuelcell2010-33018.
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In the current work, a lattice Boltzmann method (LBM) is developed to study the fluid flow through digitally reconstructed 3D models of carbon paper GDLs generated by x-ray computed tomography, and the research on permeability calculation in the gas diffusion layer is also included. The methods involves the generation of a 3D digital model of a carbon paper GDL as manufactured using x-ray images acquired through x-ray micro-tomography at a resolution of 1.74 microns. The reconstructed 3D images then read into the LB model in order to predict three orthogonal permeability tensors when pressure is prescribed in the different flow direction. The Lattice Boltzmann method (LBM), an evolving pore-scale modeling approach, has received increasing attention in computational fluid dynamics. In the LBM, fluid is represented by a distribution of particles moving on a regular lattice. The LBM is extremely appealing in porous medium simulation, because the bounce-back boundary condition is efficient to treat solid boundary. It can deal with the boundary condition more easily than other tradition method. At the inlet/outlet boundaries, a pressure boundary condition is applied. This study characterizes the relationships between anisotropic permeability and porosity for gas diffusion layer, where hydrodynamics is analyzed in detail. The results indicate that the LBM is powerful and is able to provide excellent estimation on the permeability in a porous medium. The calculated permeability is in good agreement with existing measurements. The relationship between the permeability and the porosity is fitted well with the Kozeny-Carman equation and existing results.
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Matusik, Katarzyna E., Daniel J. Duke, Nicholas Sovis, Andrew B. Swantek, Christopher F. Powell, Raul Payri, Daniel Vaquerizo, Sebastian Giraldo-Valderrama, and Alan L. Kastengren. "A study on the relationship between internal nozzle geometry and injected mass distribution of eight ECN Spray G nozzles." In ILASS2017 - 28th European Conference on Liquid Atomization and Spray Systems. Valencia: Universitat Politècnica València, 2017. http://dx.doi.org/10.4995/ilass2017.2017.4766.
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Gasoline direct injection (GDI) nozzles are manufactured to meet geometric specifications with length scales onthe order of a few hundred microns. The machining tolerances of these nominal dimensions are not always knowndue to the difficulty in accurately measuring such small length scales in a nonintrusive fashion. To gain insight intothe variability of the machined dimensions as well as any effects that this variability may have on the fuel spraybehavior, a series of measurements of the internal geometry and fuel mass distribution were performed on a set ofeight nominally duplicate GDI “Spray G” nozzles provided by the Engine Combustion Network. The key dimensionsof each of the eight nozzle holes were measured with micron resolution using full spectrum x-ray tomographicimaging at the 7-BM beamline of the Advanced Photon Source at Argonne National Laboratory. Fuel densitydistributions at 2 mm downstream of the nozzle tips were obtained by performing x-ray radiography measurementsfor many lines of sight. The density measurements reveal nozzle-to-nozzle as well as hole-to-hole density variations.The combination of high-resolution geometry and fuel distribution datasets allows spray phenomena to be linked tospecific geometric characteristics of the nozzle, such as variability in the hole lengths and counterbore diameters,and the hole inlet corner radii. This analysis provides important insight into which geometrical characteristics ofthe nozzles may have the greatest importance in the development of the injected sprays, and to what degreethese geometric variations might account for the total spray variability. The goal of this work is then to further theunderstanding of the relationship between internal nozzle geometry and fuel injection, provide input to improvecomputational models, and ultimately aid in optimizing injector design for higher fuel efficiency and lower emissionsengines.DOI: http://dx.doi.org/10.4995/ILASS2017.2017.4766
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Radcliffe, Clark J., and Jon Sticklen. "Modular Distributed Models of Engineering Structures." In ASME 2003 International Mechanical Engineering Congress and Exposition. ASMEDC, 2003. http://dx.doi.org/10.1115/imece2003-41171.
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Approaches to engineering design and manufacturing such as integrated design and manufacture and just in time fabrication depend on interaction with and among component supply companies that most often use very diverse technologies. The Internet Engineering Design Agents (i-EDA) software system uses a distributed, component-based, agent methodology that is realized following a strong black box approach to modeling. An individual Design Agent (DA) is a virtual product capable of encapsulating both descriptive and model based information about the product it represents. Hierarchically recursive agents for sub-systems and/or components are linked via a communications network to form larger integrated model systems. A two dimensional bridge system structural model is used as an example to illustrate the distributed assembly of structural models from components registered as DA’s on a communications network. Modular Distributed Modeling (MDM) of engineering structures performs static deflection analysis using traditional, fixed causality, structural stiffness models. This paper presents the methodology required to assemble traditional structural stiffness models provided by internet agents representing structural components. The methodology discussed assembles these component models into the structural stiffness model of an assembly distributed by an agents represent that physical assembly of components. Using this modular distributed modeling method; models of complex assemblies can be built and distributed while hiding the topology and characteristics of their structural subassemblies. The automated, modular, assembly of structural stiffness models will be derived for discrete physical connections. Discrete connections are important to the assembly of components such as truss and shaft structures where the relationship between component displacements involve discrete, matching, degrees of freedom on components to be assembled. Specific examples of discrete assembly of truss bridge component models will be presented.
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Reichenbach, Drew, Clark J. Radcliffe, and Jon Sticklen. "Modular Distributed Models of Structural Dynamics." In ASME 2004 International Mechanical Engineering Congress and Exposition. ASMEDC, 2004. http://dx.doi.org/10.1115/imece2004-60107.
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Approaches to engineering design and manufacturing such as integrated design and manufacture and just in time fabrication depend on interaction with and among component supply companies that most often use very diverse technologies. Modular Distributed Modeling (MDM) is a distributed, component-based, agent methodology that is realized following a strong black box approach to modeling. An individual Design Agent (DA) is a virtual product capable of encapsulating both descriptive and model based information about the product it represents. Hierarchically recursive agents for sub-systems and/or components are linked via a communications network to form larger integrated model systems. A two dimensional bridge system structural model is used as an example to illustrate the distributed assembly of structural models from components registered as DA’s on a communications network. Modular Distributed Modeling of system dynamics performs dynamic analysis. This paper presents the methodology required to assemble dynamic structural deflection models provided by internet agents representing structural components. The methodology discussed assembles these component models into the structural dynamic model of an assembly. Using MDM method, models of complex assemblies can be built and distributed while hiding the topology and characteristics of their structural subassemblies. The automated, modular, assembly of structural dynamics models will be derived for discrete, multi-degree-of-freedom structural connections. Discrete connections are important to the assembly of components such as truss and shaft structures where the relationship between component displacements involve discrete, matching, degrees of freedom on components to be assembled. Specific examples of discrete assembly of truss bridge component models will be presented. Specific examples for distributed assembly of component models will be presented. Internet connection permitting, real-time, automated assembly of models and deflection analysis will be performed.
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Shi, Guohua, Youyin Jing, Yuefen Gao, and Guozhong Zheng. "Performance Evaluation for Micro-Turbine Using Modified TOPSIS With Objective Weights." In ASME 2009 3rd International Conference on Energy Sustainability collocated with the Heat Transfer and InterPACK09 Conferences. ASMEDC, 2009. http://dx.doi.org/10.1115/es2009-90110.
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Micro-turbine is paid more and more attention in scientific research and commercial application with the development of distribution generation (DG) in the global range. It is essential to make a synthetic and scientific evaluation on the performance of micro-turbine in order to promote the progress of the distributed generation technology using micro-turbine. This study presents the synthetic performance evaluation of micro-turbine. Some performance characters (rated capacity, generating efficiency, overall system efficiency, unit cost, fuel consumption, multi-fuel, NOx emission level, noises and life time) are chosen as evaluating criterions and some common micro-turbines are taken as evaluating objects in this paper. Considering the difficulty of fuzzy synthetic evaluation method in calculation of the multiple factors and the ignorance of the relationship among evaluating objects, a modified TOPSIS with objective weights is introduced and applied in performance assessment of the micro-turbines. Each criterion weight is calculated based on Shannon’s entropy concept. The evaluation result of the example shows that this approach is favorable for fuzzy synthetic evaluation of micro-turbine performance, particularly applicable for situations where reliable subjective weights from experts cannot be obtained. The evaluation results can also be as references for manufactures how to improve design of micro-turbines and for users how to make proper selection of micro-turbines.