In an attempt to understand and explain the channel exchange process, Frazier (1983) presented a conceptual framework which describes interorganizational channel relationships through three processes: initiation, implementation, and review. A review of the channel literature indicated that the majority of the research has concentrated on the implementation process. / This research project attempts to correct the aforementioned problem by conducting an experimental study of the marketing channel review process. Folger's (1983) Referent Cognitions Theory (RCT) is used to examine the review process and to predict outcomes (cognitive emotions and behavioral responses) of the channel members. / To test the RCT framework, a role-playing methodology was used in which owners/brokers/sales managers of national franchise organizations from the State of Florida (162) were assigned randomly to one of eight experimental conditions. / The results confirm the RCT hypothesis that referent outcomes, referent instrumentalities, and likelihood of amelioration interact to determine one's feeling (satisfaction) with the channel relationship which, in turn, influences the channel member's intention to remain in the current channel partnership. / Source: Dissertation Abstracts International, Volume: 54-11, Section: A, page: 4181. / Major Professor: J. Dennis Cradit. / Thesis (Ph.D.)--The Florida State University, 1993.
| Identifer | oai:union.ndltd.org:fsu.edu/oai:fsu.digital.flvc.org:fsu_77036 |
| Contributors | Oliphant, Gary Charles., Florida State University |
| Source Sets | Florida State University |
| Language | English |
| Detected Language | English |
| Type | Text |
| Format | 203 p. |
| Rights | On campus use only. |
| Relation | Dissertation Abstracts International |
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