Conflict in Supplier-Retailer Relationships in the Brewery Industry in Cameroon

Altante Désirée Biboum, Simon Pierre Sigué

Research output: Contribution to journalJournal Articlepeer-review

4 Citations (Scopus)

Abstract

The authors develop a theoretical framework to explain conflict in supplier-retailer relationships. In addition to traditional influence strategy variables, the framework links conflict to retailer dependence and supplier formalization. The framework is empirically tested in the Cameroonian brewery industry. The findings support the view that channel conflict is inversely related to retailer dependence and supplier formalization. Contrary to expectations, the use of noncoercive influence strategies (information exchange and recommendations) has no significant effect on conflict, while, as expected, the use of coercive influence strategies (threats and promises) increases conflict.

Original languageEnglish
Pages (from-to)75-84
Number of pages10
JournalJournal of African Business
Volume15
Issue number2
DOIs
Publication statusPublished - May 2014

Keywords

  • Cameroon
  • channel conflict
  • dependence
  • formalization
  • influence strategies

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