Staff Publications

Staff Publications

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    'Staff publications' is the digital repository of Wageningen University & Research

    'Staff publications' contains references to publications authored by Wageningen University staff from 1976 onward.

    Publications authored by the staff of the Research Institutes are available from 1995 onwards.

    Full text documents are added when available. The database is updated daily and currently holds about 240,000 items, of which 72,000 in open access.

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Record number 64638
Title Economic and Social Satisfaction : Measurement and Relevance to Marketing Channel Relationships
Author(s) Geyskens, I.; Steenkamp, J.E.B.M.
Source Journal of Retailing 76 (2000). - ISSN 0022-4359 - p. 1 - 32.
DOI http://dx.doi.org/10.1016/S0022-4359(99)00021-4
Department(s) Marketing and Consumer Behaviour
MGS
Publication type Refereed Article in a scientific journal
Publication year 2000
Abstract We demonstrate the critical need to recognize the presence of two different types of satisfaction for effective channel governance—economic satisfaction, that is, a channel member’s evaluation of the economic outcomes that flow from the relationship with its partner, and social satisfaction, a channel member’s evaluation of the personal contacts and interactions with its exchange partner. Measurement instruments permitting channel researchers to make the distinction between economic and social satisfaction are developed and tested. We provide evidence on the relevance of this distinction by showing that the two types of satisfaction occupy unique positions in a nomological network, as determined by differential relations with partner’s use of power and responses to channel relationship problems. The implications of these differences in effects are discussed and indicate that channel managers should be aware of the kind of satisfaction they are fostering in their channel counterparts.
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