Economic Satisfaction And Relationship Commitment In Channels: The Moderating Role Of Environmental Uncertainty, Collaborative Communication And Coordination Strategy

Sunil Sahadev ()
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Sunil Sahadev: Indian Institute of Management Kozhikode

No 4, Working papers from Indian Institute of Management Kozhikode

Abstract: The paper explores the relationship between economic satisfaction within a relationship and relationship commitment. The moderating effects of three variables are considered: viz. (i) the use of behavior based coordination strategy (ii) the perceived level of environmental uncertainty and (iii) the use of collaborative communication strategy. The hypotheses are proved through a sample survey among 101 channel partners of mobile service providers in a state in India. The results indicate the moderating variables act as quasi moderators where in they both directly and indirectly impact the dependent variable.

Pages: 1 page
Date: 2006
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