publication . Article . 2011

Major dealers' expert power in distribution channels

Richard Chinomona; Marius Pretorius;
Open Access
  • Published: 01 Jun 2011 Journal: South African Journal of Economic and Management Sciences, volume 14, issue 2 June, pages 170-187 (issn: 1015-8812, eissn: 2222-3436, Copyright policy)
  • Publisher: University of Pretoria
Abstract
The importance of major dealers' expertise in distribution channels and effects on exchange relations is widely acknowledged by many SMEs in Africa and yet there seem to be a paucity of research on this matter. To address this dearth, the current study attempts to examine the relationship between major dealers' expert power and SME manufacturers' channel cooperation and the mediating influence of their trust, relationship commitment and satisfaction. The conceptualized model and five hypotheses are empirically validated using a sample of 452 manufacturing SMEs in Zimbabwe. The findings indicate that major dealers' expert power may influence SME manufacturers' tr...
Subjects
free text keywords: trust, HD28-70, HF5001-6182, Business, relationship satisfaction, Economics as a science, organisational life cycle, independent financial advisers, small business problems, small business survival, Management. Industrial management, expert power, HB71-74, relationship commitment, SMEs, cooperation, jel:L25
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publication . Article . 2011

Major dealers' expert power in distribution channels

Richard Chinomona; Marius Pretorius;