Robert A. Robicheaux

The Structure of Marketing Channel Relationships

Distribution channel research has been advanced in recent years by contributions based on the political economy paradigm, transaction cost analysis, and relationship marketing. Drawing on these bodies of thought, we propose a new conceptualization of the structure of marketing channel relationships. Relationship structure is defined in terms of decision-making structure and operational integration. The proposed model of channel structure antecedents and consequences is consistent with the major research paradigms but extends beyond simple categorical assemblages of constructs to provide an ordered set of relationships based on theory and empirical research. This conceptualization reconciles some apparent contradictions in the literature and provides a clear focus for structure, process, and performance research in channels.

Variations in export performance due to differences in export marketing strategy: Implications for industrial marketers

Abstract This study examines the impact of differential export marketing strategies on export performance in an idustrial setting. Out of ten export marketing variables investigated, only three variables—export pricing, direct buyer, and channel strategies— were found to impact on export performance. Implications for export managers and public policy makers are also presented in the paper.

Long‐term Channel Member Relationships

The ability to nurture marketing channel relations is essential to long‐term corporate survival. This study empirically investigates how and why relationships between manufacturers and dealers in the office systems/furniture industry develop and how and why these relationships are maintained. The results demonstrate the benefits of considering the actions and reactions of channel partners when developing tactical and strategic marketing plans. These findings emphasise the importance of mutual dependency, behaviour and financial performance in creating effective working environments.

Models of channel maintenance: What is the weaker party to do?

Abstract A new perspective of channel relationships is developed from existing paradigms to better understand impaired channel member perceptions and behavior. A framework is developed and used to empirically assess the combined impact of economic dependence and role performance on a weaker dyad members behavior and attitude toward maintaining relationships with its preferred suppliers. This framework is presented as a two-group EQS model in order to examine and explain the differential effects between the weaker partys primary and secondary suppliers. The overall model is verified at the measurement level and hypothesized relationships are confirmed at the structural level. Suggestions for extending and validating the framework are provided.

The Allocation of Effort by Marketing Faculty Members: Teaching, Research, Service, and Consulting

Much evidence suggests that academicians consider research to be more important than teaching or service. The authors investigate (1) how marketing faculty members allocate their effort among teaching, research, service, and consulting, (2) differences in effort allocation patterns among marketing faculty members in various groups defined by individual and work environment variables, and (3) the relationship between marketing faculty members’ teaching effectiveness and job satisfaction and their effort allocation patterns. They offer specific administrative recommendations to enhance marketing education effectiveness.

Assessment of marketing educators: Institutional evaluation versus idealized work-styles

Abstract Marketing educators teach about and research “markets” and market-related phenomena. Seldom do we focus scholarly attention on ourselves as a population worthy of study. However, the nature of the professoriate has changed dramatically over the last two to three decades, and it is apparent that changes have taken place in expected and idealized work-styles of marketing professors. This article is about the marketing professoriate. It details some interesting aspects about ourselves that are based upon a study of marketing professors.

Teaching, Research, Service, and External Compensation Activities: Expected versus Actual Workstyles among Marketing Professors

A comprehensive national survey of college and university marketing professors revealed considerable disparity between the workstyle they believe is expected for promotion, tenure, and salary adjustment decisions and their actual workstyle. A majority of professors believe that their institutions expect them to allocate a much larger proportion of their professional effort to research activities than they actually allocate (45% expected versus 31% actual). Differences between perceived expected and actual workstyles occur more frequently in institutions with balanced teaching and research missions than in those which are either primarily teaching or primarily research oriented. A workstyle classification procedure is offered that seems superior to approaches used by previous researchers.

A cross-cultural study of influence strategies and satisfaction in marketing channels

The relationship between communication in the form of influence strategies used by suppliers in marketing channels and dealer satisfaction is examined in the two diverse cultures of the US and India. The frequencies of use of six types of influence strategies by suppliers-information exchange, recommendation, request, promise, threat and legal plea-are measured. The same measurement scales for the six influence strategies and dealer satisfaction are applied in the electric lamp and lighting equipment channels in the two countries. In both cultures, a structural equation model relating the influence strategies with dealer satisfaction is found to be statistically significant. However, when the impact of individual influence strategies on dealer satisfaction is considered, differences are found between the two countries. In the US, recommendations affect dealer satisfaction positively whereas requests and threats affect it negatively. In India, recommendations and legal pleas impact on dealer satisfaction p...

Supplier's desire to influence related to perceived use of power and performance☆

Abstract A nationwide brewing industry study provided an opportunity to empirically test, for the first time, the construct “suppliers desire to influence.” The relationships between desire to influence and perceived use of both coercive and noncoercive power sources as well as performance were examined.