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Conflict and performance in channels: a meta-analysis
Journal of the Academy of Marketing Science ( IF 18.2 ) Pub Date : 2020-11-13 , DOI: 10.1007/s11747-020-00751-1
Kamran Eshghi 1 , Sourav Ray 2
Affiliation  

Conflict between channel members is of great interest to marketers given its presumed negative impact on the channel’s business performance. In a comprehensive meta-analysis of the empirical literature spanning six decades between 1960 and 2020, we observe channel performance is indeed negatively linked to channel conflict. However, we find that this conflict–performance link has evolved significantly over time, roughly in keeping with the growth and maturing of e-commerce technologies. Further, the damage caused by conflict appears to be more pronounced for channels with international operations, and for channels with greater dependency between channel members. Additionally, businesses in North America seem to suffer the consequences of channel conflict more than others. Our results also show several study characteristics related to measurement and sampling significantly impact the empirical conflict–performance links reported in the literature. We base our conclusions on correlational analyses, two-stage meta-analytic structural equation modeling (TSSEM), and meta-analytic regression analyses (MARA). Supplementary Information The online version of this article (10.1007/s11747-020-00751-1) contains supplementary material, which is available to authorized users.

中文翻译:

渠道中的冲突和表现:荟萃分析

考虑到渠道成员之间的冲突可能对渠道的业务绩效产生负面影响,营销人员对此非常感兴趣。在对 1960 年至 2020 年间 6 个十年的实证文献的综合荟萃分析中,我们观察到渠道绩效确实与渠道冲突呈负相关。然而,我们发现这种冲突-绩效联系随着时间的推移发生了显着变化,大致与电子商务技术的增长和成熟保持一致。此外,对于具有国际业务的频道以及频道成员之间依赖程度较高的频道,冲突造成的损害似乎更为明显。此外,北美的企业似乎比其他企业更容易受到渠道冲突的影响。我们的结果还表明,与测量和抽样相关的几个研究特征显着影响了文献中报道的经验冲突-绩效链接。我们的结论基于相关分析、两阶段元分析结构方程建模 (TSSEM) 和元分析回归分析 (MARA)。补充信息 本文的在线版本 (10.1007/s11747-020-00751-1) 包含补充材料,可供授权用户使用。
更新日期:2020-11-13
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