Nermin Eyuboglu

Remarks on Parallel Analysis

We investigate parallel analysis (PA), a selection rule for the number-of-factors problem, from the point of view of permutation assessment. The idea of applying permutation test ideas to PA leads to a quasi-inferential, non-parametric version of PA which accounts not only for finite-sample bias but sampling variability as well. We give evidence, however, that quasi-inferential PA based on normal random variates (as opposed to data permutations) is surprisingly independent of distributional assumptions, and enjoys therefore certain non- parametric properties as well. This is a justification for providing tables for quasi-inferential PA. Based on permutation theory, we compare PA of principal components with PA of principal factor analysis and show that PA of principal factors may tend to select too many factors. We also apply parallel analysis to so-called resistant correlations and give evidence that this yields a slightly more conservative factor selection method. Finally, we apply PA to loadings and show how this provides benchmark values for loadings which are sensitive to the number of variables, number of subjects, and order of factors. These values therefore improve on conventional fixed thresholds such as 0.5 or 0.8 which are used irrespective of the size of the data.

Current and Future Interdependence

Abstract This paper proposes and tests a new dimension of dependence-time. Specifically, it proposes that a buyer may perceive a different degree of dependence in the current situation and in the situation that is anticipated to exist in the future. It also proposes that these different perceptions will have predictably different effects on two central constructs in channel relationships-opportunism and trust. The proposed relationships are tested with data collected from wholesalers. The evidence supports all the proposed relationships and provides insights into the basic dynamics of dependence.

Dynamics of Service Encounters: Insights From Role and Interdependence Theories and Implications For Customer Satisfaction

This paper explains the dynamics of service encounters using concepts in role and interdependence theories. Antecedents of the service encounter are identified as roles, role expectations, role clarity, and comparison level. These variables influence what takes place in the personal interaction between the customer and service provider. In turn, such behavioral processes as role accuracy, inter-role incongruence, and use of power have important implications for customer satisfaction. Managerial implications of propositions are discussed to assist service marketers involved in people-based and high contact services.

A Typology of Channel Organizations

The authors develop a typology of channel organizations that consists of two fundamental and opposite types with respect to channel anatomy and channel coordination: 1) complex organic and 2) simple bureaucratic channels. Complex organic channels have a large number of parallel channels, many levels between the manufacturer and its end customers, and numerous channel member types, whereas simple bureaucratic channels have few of each. In complex organic channels the members function with decentralized authority, informality, and high specialization, whereas in simple bureaucratic channels they function with centralized authority, formality, and rudimentary specialization. The complex organic type of channel is proposed to be ideal in dynamic, unpredictable, diverse and munificent environments, whereas the simple bureaucratic type of channel is ideal in stable, predictable, homogenous, and lean environments. In both cases the meaning of “ideal” is that this channel type in this environment elicits loyalty, smoothes working relationships, and contributes to the bottom line.

Interfirm Trust and Dependence Asymmetry

Recent empirical work in channels has produced only weak support for the argument that “as the interdependence asymmetry increases, conditions become more aversive to the development of trust or commitment” (Kumar, Scheer, and Steenkamp 1995 p. 350). The more powerful party is expected to behave opportunistically and exercise power and punitive actions forselfgain in asymmetrical dependence structures (ibid). To elicit a partner’s cooperation, the more powerful party does not need to cultivate its partner’s trust or commitment because it can use its relative power to the same effect. For the less powerful firm, trust and commitment would be impractical, too, because “such sentiments render it more vulnerable to its partner’s opportunism” (ibid, p.350).

Securing Marketing Support from Channel Members: Insights from an Empirical Study

How can manufacturers foster middlemen cooperation and marketing support for their products? This paper presents empirical findings from the U.S. automobile channel to help us address this question. We argue that the key is to develop marketing programs that in turn make support financially desirable for middlemen. We explore, in the car industry, how different manufacturer strategies affect dealer profits and reactions, and how these effects vary with dealer characteristics.