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The influence of leadership style on co-operation in channels of distribution
Journal article   Peer reviewed

The influence of leadership style on co-operation in channels of distribution

Rajiv Mehta, Trina Larsen and Bert Rosenbloom
International journal of physical distribution & logistics management, v 26(6), pp 32-59
01 Aug 1996
DOI: https://doi.org/10.1108/09600039610125198

Abstract

Leadership Models Distribution channels Dealerships
The manufacturer depends on channel members for the performance of marketing functions. Therefore, the channel participants need to co-operate with one another while simultaneously pursuing independent as well as systemic goals. Examines how co-operation among distribution channel members can be fostered through the use of participative, supportive and directive leadership styles foster channel member co-operation and assesses the relationship between co-operation and channel member performance. Develops a conceptual model and empirically tests the linkages among the variables on data drawn from a survey of key informants in a sample of automobile dealerships. Shows that participative, supportive and directive leadership styles are directly related to channel member co-operation, which, in turn, is positively associated with channel member performance.

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